3 Steps to Getting IT and Management on Board

For the majority of sales people getting into large Fortune 500 companies can be a very frustrating experience. You know you have the right solution for them, but how do you get everyone on board? Specifically their management team and their IT department.

Well you have yourself a huge task in front of you. There is no easy answer to your dilemma, because the two departments have two very different agenda's, but I can give you some good solid advice as to what to do.

Instead of writing a sales proposal - write a white paper. A white paper is a very deep comprehensive review of emerging technologies, trends, and where their market is heading and how your solution fits in.

1) Realize the differences between selling people in management and people in IT departments. Management generally thinks short term profitability and shareholder returns while IT thinks in terms of long term systems and processes.

2) Meet someone from the management department and figure out what it is that they are trying to accomplish and the best way you can help them reach their goals with your solutions. Then get their approval to meet someone in the IT department.

Make sure you have the IT people on board before going back to management with your "solution".

3) Try to arrange a meeting where you can present your "white paper" (your findings) to the department heads of IT and management.

Focus on the naysayers - get the naysayers on board - or else they will kill your proposal.

You will need a white knight in the IT department or the management team that will help you sell your "idea's" and/or "proposal" to the other department.

It is a technique I use all of the time to great effect.

Essentially you are "educating" your clients on "what to look for" and "what to look out for" when they are trying to make a business decision about which way they need/want to go.

Generally I will ask my prospect; "Have you ever used a sales trainer before? What was your experience like? How many people on your sales team are still not meeting their sales targets?

Does your success depend on your sales skills? Then click here for a very powerful package on how to significantly improve your sales results!

Kevin Boyle is an expert sales coach/trainer and the author of "The Secrets to Sales Mastery"

3 Steps to Getting IT and Management on Board