We in IT like to believe we are above the more “unseemly” jobs in business… like sales. Engineers also have this romantic notion that rational choice is people’s primary motivation, and frown upon activities based on irrationality and emotion… again, like sales. We cling to this unfounded belief despite the partners who won’t attend training but harasses the help desk with unending questions and the associate who profiles every document as “other” in the document management system (DMS).
Everyone, including IT managers and directors, has to “sell” something in life. In fact, IT is always “selling” professionals inside the firms on the value of IT’s role and the tools it provides, not to mention its budget! Some specific items IT has to sell within the firm include:
In Part 2 we will discuss why selling IT internally is particularly difficult. In the meantime: as IT, what in particular do you find yourself selling internally to your firm? What sales strategies are you employing?
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