I am considering a career change, going into some type of commission-sales. I would like to sell something I find interesting; factory automation tops that list. I was wondering what people thought of trying to make this change, both with respect to my personal situation (see below) and the industry as a whole. I am also interested in both long and short term views (I would love to be starting a position next summer, but not before then).

About me: I have a B.A. in math (diff-eq not a problem). I am teaching myself controls (Bateson). I know lots of programming (unix primarily). Not an engineer--cranking through all those physics problems seemed interminable--but I have a good basic understanding (enough to work examples in Laplace transforms).

About me, continued: I have an extremely outgoing personality, but I like to learn and chat about technical and scientific topics. I don't much enjoy doing the work of engineering, though; I would much rather schmooze. I see the technical salesperson as developing long term relationships, using empathy and imagination to help the customer solve problems; I would like doing that.

About me, finally: I don't have any sales experience, but I think I could learn easily. I meet people easily, learning how to build prospect databases would be simple (I am an SQL maniac), and learning how to close can't be that hard either.

Anyway, please tell me what to do *grin*... Specifically:

1. Any hope for me?

2. What training should I get? (Full time school is out of the question this year, but part time or reading is fine.)

3. Any organizations or companies or clubs I should contact and/or join?

Thanks for your time. Wish me luck...

 

On October 7, 2003, [email protected] wrote:
> I am considering a career change, going into some type of commission-sales. I would like to sell something I find interesting; factory automation tops that list. I was wondering what people thought of trying to make this change, both with respect to my personal situation (see below) and the industry as a whole. I am also interested in both long and short term views (I would love to be starting a position next summer, but not before then). <

An awful lot of very good automation sales people have moved on to other things as the automation market tanked. Its not exactly a booming business right now. My guess is that commisions are real sparse right now.

> About me: I have a B.A. in math (diff-eq not a problem). I am teaching myself controls (Bateson). I know lots of programming (unix primarily). Not an engineer--cranking through all those physics problems seemed interminable--but I have a good basic understanding (enough to work examples in Laplace transforms). <

As a sales person, its your job to know your product and how it can be applied. I don't think an engineering degree is required, but it is helpful if you are knowledgable enough that you can at least use all the latest buzz words correctly.

> About me, continued: I have an extremely outgoing personality, but I like to learn and chat about technical and scientific topics. I don't much enjoy doing the work of engineering, though; I would much rather schmooze. I see the technical salesperson as developing long term relationships, using empathy and imagination to help the customer solve problems; I would like doing that. <

Forget it. Just does not happen. Most of your time will be spent calling on people without a whole lot of interest, but who have nothing better to do. The rest of your time will be spent on paper shuffling and interminable iterations of pricing, repricing, and more repricing.

> About me, finally: I don't have any sales experience, but I think I could learn easily. I meet people easily, learning how to build prospect databases would be simple (I am an SQL maniac), and learning how to close can't be that hard either. <

Closing is a tough thing to learn. I read once that only about one in 20 car salesmen ever become effective closers, its why a lot of times the manager does a lot of the closings. Prospect data bases are nice, but you can buy ACT or something similar for next to nothing, so why do you own thing? Spend the time developing your client relationships, not on auxilliary things.

> Anyway, please tell me what to do *grin*... Specifically:
>
> 1. Any hope for me? <

Realistically, a qualified maybe.

> 2. What training should I get? (Full time school is out of the question this year, but part time or reading is fine.) <

Lots of material on the net about various automation issues and products. Just wade on in.

> 3. Any organizations or companies or clubs I should
> contact and/or join? <

You might want to join the ISA just so you can say you are in, but its really not that useful.

 

1.) Maybe.

Speaking as someone who has worked with a manufacturer of Industrial Automation equipment for 16 years (spent lots of time around sales people), and also someone who has *tried* to do sales in that area too, I would question your statement about "learning to close can't be that hard". In fact, it is very difficult. To make a very long story very short, I have come to understand that good salespeople don't neccessarily come from good Engineers of any discipline. Doing sales well requires a skill set that is every bit as marketable as an Engineering degree.

2.) What do you intend to sell? If you're selling sensors, learn about them. PLCs- learn how to program them etc... You need to be able to "walk the walk" to a certain degree.

3.) Not sure. Probably Toastmasters. You'll meet lots of other salespeople there too.

 

Joining ISA or any other professional association "just so you can say you
are in" isn't much use, I agree. However, IF you start going to technical
seminars or other meetings if they are offered in your area; taking
advantage of member discounts on books, training courses, symposia, and
conferences to build your personal knowledge base; and taking on volunteer
leadership roles to develop skills and expand your contact network, THEN
the true value that exists in professional associations becomes available
to you. From my own experience, becoming active in one or more
professional associations is one of the most career opportunity expanding
things you can do. ISA has been for me one of the best ways I can spend
$85 US per year.

Truth in Advertising: I am currently ISA Publications Vice President and a
24-year active member.

Diana Bouchard
Pulp and Paper Research Institute of Canada (Paprican)
Pointe Claire, Quebec, Canada
[email protected]

 

On October 7, 2003, [email protected] wrote:
> I am considering a career change, going into some type of commission-sales. [clip]

The big problem you'll find in Automation is "sales" can take 6-18 months to close and another 6-18 months to deliver/collect the money. Big projects involve a lot of design & redesign, bidding & even rebidding before they decide, then if civil works are required (buildings, roads, piping, etc) the electronics won't be needed until the site is ready. In Singapore, some of the refinery projects I worked on had me on-site commissioning literally 2.5 years after the first phone contact to discuss the project.

No one will pay you any commission until they collect, so you could be starting with a huge dry-spell. Lots of detailed work now to collect $$ years from now.

If you want to try a dry-run or some "moon-lighting" on the side, see if you can staff a local office/phone number for some foreign vendors without local offices for a commission.

 

I have been in Sales for Industrial Automation equipment for the past 4 years. If sales is what you are interested in doing then closing the deal is the most important thing to learn. The longer you are in the business the more you will pick up on. I have never known a salesman to close a deal there first time out so don't be dissapointed if it doesn't happen. Your knowledege of the product is more important than the programming skills. Most PLCs have there programs stored on eproms or eeproms so unless the program is lost your knowledge here may not be needed. If you are interested you may contact me via my email [email protected] I hope this has been helpful.

 

I have been sellling factory automation for well over twenty years.
First, find products that fascinate you.
Second, learn what are their sales channels.
Third, apply with the mfg. or rep firm of your choice selling those products.
Fourth, get some good sales training. It is a new discipline and requires specific skills and knowledge.

If you believe in the products and understand how to use them properly, and have identified the real users of the product - you will sell them. Find products and companies you believe in, put a smile on your face, and ignore the naysayers!