Comments on: Lessons From The Field: How To Be a Rock Star with Your Sales Team http://www.simonstapleton.com/wordpress/2009/01/22/lessons-from-the-field-how-it-can-help-sales/?&owa_medium=feed&owa_sid= I Help You Become a Higher Performer, Get Promoted, and Better Paid Sat, 28 Jan 2012 01:37:34 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: simonstapleton http://www.simonstapleton.com/wordpress/2009/01/22/lessons-from-the-field-how-it-can-help-sales/comment-page-1/#comment-814 simonstapleton Thu, 05 Feb 2009 09:39:02 +0000 http://www.SimonStapleton.com/wordpress/?p=1400#comment-814 @A Friend - 'Solution Mode' - ah yes. Anyone who has worked in IT will have certainly observed this tendency, and most likely in themselves at times! Why do you think this happens? It might be because of a lack of self-confidence which is naively compensated with an eagerness to please. I wonder if this happens in other industries? Another thought is that technical people invest a lot of themselves in their chosen technologies and then look for opportunities for confirming that 'I am right' about their choice. The changing technology landscape puts a lot of pressure on techies to develop new skills, but the comfort-zone is always easier. An interesting problem which hasn't really gone away over the last few years, but I expect in the world of mashups, it will be a behavior that is rooted out. @A Friend – ‘Solution Mode’ – ah yes. Anyone who has worked in IT will have certainly observed this tendency, and most likely in themselves at times!

Why do you think this happens?

It might be because of a lack of self-confidence which is naively compensated with an eagerness to please.

I wonder if this happens in other industries?

Another thought is that technical people invest a lot of themselves in their chosen technologies and then look for opportunities for confirming that ‘I am right’ about their choice. The changing technology landscape puts a lot of pressure on techies to develop new skills, but the comfort-zone is always easier.

An interesting problem which hasn’t really gone away over the last few years, but I expect in the world of mashups, it will be a behavior that is rooted out.

]]> By: A Friend http://www.simonstapleton.com/wordpress/2009/01/22/lessons-from-the-field-how-it-can-help-sales/comment-page-1/#comment-787 A Friend Tue, 27 Jan 2009 04:10:09 +0000 http://www.SimonStapleton.com/wordpress/?p=1400#comment-787 "The thing is though, when we have our heads down working in the thick of IT Operations, projects or development, it’s so easy to forget to listen." It's probably not so much about forgetting to listen, but a techie's folly of only partially listening. A common problem we have found working with technical people is they are very quick to jump straight into "solution mode" without fully understanding the business problem yet. Worse, sometimes is IT already has a predetermined solution before they even walked into the meeting to discuss the problem. “The thing is though, when we have our heads down working in the thick of IT Operations, projects or development, it’s so easy to forget to listen.”

It’s probably not so much about forgetting to listen, but a techie’s folly of only partially listening.

A common problem we have found working with technical people is they are very quick to jump straight into “solution mode” without fully understanding the business problem yet.

Worse, sometimes is IT already has a predetermined solution before they even walked into the meeting to discuss the problem.

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