“With more informed buyers to contend with and data as their most powerful sales weapon, sales teams are incorporating more STEM backgrounds within their ranks,” Jared Lindzon writes at Fast Company, in a piece exploring how data and technology skills are becoming as important as interpersonal skills for sales professionals, if not more so:
According to a 2017 study by the Bureau of Labor Statistics, the seventh most popular career for STEM graduates in the United States and most popular noncomputer related role is in sales. … “We are seeing thousands of jobs across the United States in which sales teams are looking for people with STEM related skill sets,” says Glassdoor community expert Scott Dobroski. According to Dobroski the job listing and recruiting website has seen a huge spike in postings for positions that blend sales with STEM skills. …
The demand for STEM skills within sales teams is representative of a seismic shift in sales strategy. This transition has been enabled by technology and the availability of information, both on behalf of the buyer and seller. While the salesperson used to be the primary source of information for their products or services, buyers increasingly have access to specs, samples, and independent reviews. At the same time sellers are able to access information and insights about prospective buyers that would have previously been only accessible through personal interactions.
The nature of the sales role has indeed changed in today’s business environment, especially in B2B sales, where the typical buyer is now most of the way through their decision-making process before engaging with a supplier. This means salespeople need to be comfortable wielding more facts and figures, but also must be adept at managing relationships.