It’s getting harder and harder to find good sales engineers.
Why?
Because sales engineer with the right skillsets are rare.
Tech-savvy, great with people, and able to explain complicated products in simple terms.
Companies are realizing how valuable these folks are, and as demand for their skills skyrockets, the challenge of recruiting top-tier sales engineers is becoming increasingly tough
So, why is the demand for sales engineers is on the rise?
And how do you find and recruit the best sales engineers?
Let’s explore it in this blog
What Does A Sales Engineer Do?
Okay, first things first—what exactly does a sales engineer do?
They’re not your typical salesperson.
Sales engineers are like a bridge. They connect the technical side of a product with the customer’s needs.
They’re technical experts who understand the ins and outs of the products they’re selling.
Whether it’s software, industrial equipment, or cutting-edge tech solutions, sales engineers can explain complex features in a way that makes sense to customers.
They can walk into a meeting and explain exactly how a product works, why it’s useful, and how it can solve a customer’s specific problem.
They’re problem-solvers.
So, unlike regular salespeople who just focus on closing deals, sales engineers focus on making sure the product actually fits the customer’s needs.
They work closely with the technical team and the customer, making sure everyone is on the same page.
Why is the Demand for Sales Engineers Growing?
There’s a reason you’re hearing so much about sales engineers these days.
It’s because the world is changing fast.
Technology is evolving, and businesses are relying on more complex products. That means they need experts who can explain those products and sell them at the same time.
Here are some big reasons why demand for sales engineers is shooting up:
- Rise of Tech: As businesses across industries adopt new technologies, there’s a growing need for experts who can explain and sell these solutions.
- Complex Products: Products are getting more complex, requiring salespeople who can not only sell but also educate, troubleshoot, and understand the customer’s need behind the need.
- Customer Expectations: Today’s customers are more informed and expect personalized solutions, making the role of a sales engineer crucial in meeting these expectations (Understanding Customer Pulse).
Industries like software, manufacturing, and telecommunications are leading this demand, but the truth is, that sales engineers are becoming essential across the board.
Why It’s So Hard to Recruit Right Sales Engineers?
Finding these sales engineers is tough.
Why? Because they need to be good at two very different things:
- Tech Expert: They need to know the technicals of their product inside and out.
- People Expert: They need to be great at talking to people and explaining things.
It’s hard to find someone who’s awesome at both. Plus, everyone wants them, so there’s a lot of competition.
Here is why it is hard to find right sales engineers:
- Talent Shortage: The perfect blend of technical know-how and sales savvy isn’t easy to find. Many candidates excel in one area but not the other.
- Competitive Job Market: With so many companies vying for top talent, standing out as an employer of choice is tough.
- Retention: Even after hiring, retaining the sales talents can be a challenge, given their high value in the market.
So, how can your company overcome these hurdles and recruit the best sales engineers?
Let’s explore some strategies.
How to Recruit Top Sales Engineers?
Here the the steps you can take to hire top sales engineers.
1. Craft a Compelling Job Description
Start with a job description that clearly outlines what you’re looking for.
Highlight the unique aspects of the role, such as the opportunity to work on cutting-edge projects or the chance to be a key player in sales strategy.
Be specific about the technical skills required, but also emphasize the importance of sales abilities.
2. Targeted Recruitment Efforts
Don’t just post your job ad on generic job boards. Look for industry-specific platforms where sales engineers are likely to hang out
Here’s where to look:
- Industry-specific platforms: Find places that cater specifically to tech or sales engineers.
- Conferences and tech events: Attend tech conferences and networking events where you can meet potential candidates in person
- LinkedIn: Everyone’s on LinkedIn, but you can use it strategically to connect with professionals who have the skills and experience you’re seeking
3. Screen for Both Technical and Sales Skills
During the interview process, assess both sides of the coin.
- Tech tests: Give them a problem that requires real technical knowledge to solve.
- Role-playing scenarios: Set up a situation where they need to explain a complex product to a potential customer. See how they handle it.
Look for candidates who are not just knowledgeable but also able to communicate complex ideas clearly and persuasively.
4. Offer Competitive Compensation
It’s no secret. Sales engineers are in demand,
and that means you’ll need to offer a solid package if you want to hire the best.
Make sure your salary and benefits package are in line with industry standards—or better yet, above them.
Don’t forget to highlight any additional perks, like professional development opportunities or flexible working arrangements.
5. Build a Strong Employer Branding
Your company’s reputation matters.
Build a strong employer brand by showcasing your company culture, the exciting projects you’re working on, and the growth opportunities available.
Sales engineers want to work for a company where they can make a real impact—make sure they know that’s what you’re offering.
6. Consider a Sales Recruitment Agency
Sometimes, despite your best efforts, recruiting the right sales engineers can feel impossible.
This is where a specialized sales recruitment agency can help you.
These agencies specialize in finding top sales talent and can speed up the hiring process, especially for roles as specific and technical as sales engineers.
Here’s how they can help:
- Specialization: They know the sales industry inside and out. They understand what makes a great sales engineer and can find the best candidates for your needs.
- Faster hiring: With a recruitment agency, you can fill your open positions faster. They already have a pool of qualified candidates ready to go.
- Expertise: Recruitment agencies can navigate the tricky balance of finding someone with both sales and technical skills, saving you time and resources.
If you’re struggling to hire internally, reaching out to a recruitment agency that focuses on sales roles can make the process smoother and more efficient.
Key Competencies Required for a Sales Engineer Role
The role of a sales engineer requires a unique blend of both technical and soft skills.
Here are the key competencies needed:
1. Technical Knowledge
Sales engineers need to understand the product inside and out.
They should be able to explain how it works, how it integrates with other systems, and why it’s the best solution.
- Product architecture: Do they know how the product is built?
- Functionality: Can they walk through all the features in layman’s terms?
- Customization: Are they good at figuring out how the product can be tweaked to meet customer needs?
2. Problem-Solving Skills
Sales engineers must understand a client’s technical challenges and propose tailored solutions.
This requires strong analytical thinking and the ability to diagnose technical problems quickly.
Their focus should also be on the ROI for the customer, explaining the missed business opportunities if action isn’t taken.
3. Communication Skills
It’s not enough to just know the tech.
You have to be able to explain it in simple terms.
A good sales engineer can translate complex jargon into something a non-techie customer can easily understand. They make the technical sound easy.
4. Customer-Focused
Like traditional salespeople, sales engineers must have a strong customer focus.
They listen to customer pain points and demonstrate how a solution can solve those problems, making them critical in closing complex deals.
Building trust is key to enabling the buying decision.
5. Presentation and Demonstration Skills
Sales engineers frequently conduct product demos and technical presentations to key stakeholders.
They must be adept at showcasing the technical benefits of a product compellingly and understandably.
6. Collaboration and Teamwork
Sales engineers often work closely with the sales team, product development, and customer service.
Strong collaboration skills are needed to provide seamless support throughout the sales cycle.
7. Adaptability
The tech world moves fast.
Sales engineers need to keep up with the changes.
A great sales engineer is always learning, whether it’s about new technology, customer needs, or latest market trends.
