Can customer-facing engineers help with sales ?

In your industrial or tech company, many engineers work with customers. They are members of the engineering team, product developers, project managers or technical experts. They are not part of the sales team.

What about asking them to get involved in the sales process?

Under which conditions? To do what exactly?

If properly designed, the initiative opens up real opportunities for people development, team efficiency and change within the company.

So why not use it as a lever for a bottom-up transformation of your company to make it more innovative, more customer-focused, and able to seize more growth opportunities because it has more intrapreneurs in its ranks?

To make it happen, you can choose 4 engineer profiles: the engineer turned salesperson, the leading expert, the team player, or the intrapreneur.

We highlight in the end the 5 prerequisites for a successful transformation.

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