A reader asked:
- How do I transfer what I have learned in manufacturing to sales?
This is a worthy challenge, and although there is a lot to the answer, it can be divided into both good news, and bad news.
Good News and Bad News
The good news is that all the logical, critical thinking skills you learned how to apply in manufacturing also work in sales and marketing. In addition, the leadership and management skills you used in manufacturing are also applicable, and sorely needed.
The main issue is that in sales and marketing: the value you are creating is entirely different than it is in manufacturing, and so the means of creating it is entirely different too. Value exists between the ears of the prospects and customers you are trying to influence. You can’t see it being created, unfortunately. However, if you think about it, this is really no big deal. You didn’t used to be able to “see” the value being created inside an injection mold or an annealing furnace either. Sometimes product came out right, other times it came out wrong. Engineers had to develop methods – basically sensors and computers – that enabled them to detect what was happening inside those manufacturing processes. ...