TECHNOLOGY CAREERS

For Sale: Skills That Can Help Your IT Career

When you consider the skills that contribute to your success as an IT professional, “sales” is probably not the first thing that comes to mind. However, as investments in technology and new regulatory requirements have raised the visibility of those working in IT, more skills and knowledge are required of a typical practitioner.

Today, the most successful individuals know the value of sales to help them convey ideas, whether it’s demonstrating to the CFO how a new hardware purchase can add value or explaining how technology can enable the business to move forward.

Here are four sales-related skills that can benefit any IT professional:

Communication. IT professionals can easily slip into language those outside the field don’t understand, but skilled salespeople know how to speak their customers’ language. The ability to communicate effectively with end users and management can make all the difference in your professional advancement potential. Companies value employees who can explain complex information clearly and improve understanding about business strategies or goals throughout the organization.

Borrow a page from those in sales and tailor your messages to different audiences. This involves using “plain English” whenever possible and avoiding buzzwords or acronyms unless they’re widely understood. For instance, when explaining Ajax to staff from the marketing department, it may be more effective to show examples such as Google Maps or Yahoo! Mail than to try to explain all of the technical underpinnings.

Negotiation. Unlike sales, the IT profession may not be known for deal making.  Even so, negotiation skills are put into play all the time in your line of work. One day you may need to convince the CEO that outdated desktop systems should be replaced, and the next you may try to reach a better deal with a vendor on a software purchase. 

Excelling at negotiation involves doing research and building support for your case. If you are advocating the purchase of new hardware, for example, you need to demonstrate how updated models can save end users time, increase productivity or allow staff to perform new functions. You also must be able to play devil’s advocate: Seeing the issue from the other side — in this case, why desktop updates could be viewed as an unnecessary expense — will help you prepare a rebuttal should someone disagree with your proposal. Above all, you should realize that the best negotiators are willing to compromise in order to reach solutions that satisfy all parties.

Bottom line. Sales is all about return on investment — how does a certain decision affect the company’s bottom line? The same consideration should drive your approach to your work. Before making a case for a new software system, consider whether the application will add value or simply be a cool tool for staff to use. For instance, while it might be nice to stream company announcements over an online video feed, what benefits would this actually bring? If the information gets across using conventional methods, such as e-mail or postings on the firm’s intranet, does the investment make sense?

Keeping one eye on the bottom line requires you to see the big picture. You need a broad understanding of issues affecting the company and its industry. That means you need to invest time staying up-to-date with business trends in general. Reading business publications, attending conferences, and getting to know colleagues in other departments and the issues their groups face are just a few ways you can broaden your knowledge.

Proactivity. Successful sales professionals are proactive: They create opportunities for themselves. Likewise, don’t sit back and hope new projects or roles will materialize on their own. Volunteer for assignments that allow you to expand your skill set or interact with new contacts. Consider enrolling in professional development courses so you remain on the leading edge of your field. Being proactive not only demonstrates to your manager that you are always looking for new ways to benefit the company but also increases your marketability when you’re on the hunt for a new employer.

While you likely didn’t get into your field because you wanted to put your excellent sales skills to good use, it doesn’t hurt to borrow some of the “best practices” of your sales colleagues. As the demands on IT departments increase, so do the demands on your expertise. Improving your negotiation skills or being more proactive in your job will only help contribute to your career success in an ever-evolving job market.

Robert Half Technology is a leading provider of IT professionals for initiatives ranging from web development and multiplatform systems integration to network security and technical support. The company has more than 100 locations worldwide. Search for jobs now or learn more at www.rht.com.