Question 1: Do technical sales engineers need to know about “ERP” and Six Sigma?

If you are specifically selling ERP systems (enterprise resource planning), then it would help to know them. More or less, ERP and six sigma are very much buzzwords that revolve around the same solutions of productivity and efficiency. What you do need to have knowledge of is your own product, your own service that you are selling. Every facet does not need to be known, but enough to answer any questions your prospects may have and more importantly open up that conversation to how it can be of value to their specific situation. 

Question 2: Do you see that once commission starts outperforming your base, companies withdraw the base?

Personally, no company should withdraw base pay. It can become a dangerous slippery slope where instead of commission becoming the incentive to perform better, it becomes a necessity for survival, especially in dry spells where having no “safety net” of base pay can bring out desperate behavior and decision making that pushes away clients rather than winning them. Ultimately, the decision for a company to remove base pay is more of an excuse to pay less.

Question 3: What kind of content do you see the most engagement in currently?

It all depends on the company. For those that like to highlight their employees, seeing the faces and culture behind a company brings out a lot of engagement. In terms of format, video content is the best sort of content to make. Be aware that belting out the same content over and over again may not work as the algorithm for what sort of videos get pushed to the front pages of viewers can change. Make sure to adapt not only to the changes in the platform’s algorithm, but as well as to what is getting the most engagement through your own analytics and double down on those successes. Videos that are native to LinkedIn get the most amount of engagement (i.e. directly uploaded to LinkedIn, not a link to YouTube or another site outside of LinkedIn). 

 Question 4: What kind of content do you see a potential for in the future that maybe isn’t being done right now?

Live streaming on LinkedIn holds a lot of potential. It is ripe fruit for the picking that manufacturing and industrial companies are not taking advantage of right now. There’s a massive amount of opportunity to be gained by showing your customers and potential customers a live and behind the scenes look of your operations or what happens on the shop floor even once a week. It can be short, simple, and it doesn’t (nor shouldn’t) have to show intellectual property or sensitive trade secrets. Showing movement behind and engaging with the audience, and answering the questions is like the new webinar, except without all the awkward password entries and technical difficulties inherent to webinars.

#technicalsalesengineer #salesengineer #salesengineering

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