IT Department vs. Purchasing

Sales people, when successful, find what has made them a success and then repeat. As my VP likes to say, “rinse and repeat”. This fundamental function of sales drives consistent and predictable business. I would suggest that for double digit growth to occur, a salesperson has to step out of their comfort zone.


One of the most comfortable places for an IT sales person to exist is in the purchasing department. The safety of dealing in just the monetary portion of the transaction is a place where everyone knows the rules. Low price wins the business. End of story. Unfortunately, low margins are what you end up with as purchasing has no way to evaluate your services any other way. If given the opportunity, even the value of logistics are negotiated down through purchasing.


The IT department can be a scary place. Lots of Acronyms, unfamiliar technologies, really smart IT people……very intimidating. However, in order for a salesperson to be a complete solution provider, it is imperative that this be their first stop in the sales process. While a salesperson may not be the most technical person in the room, there is plenty of value that they bring to the table. It is our job to understand the business case of the IT technology and help the IT department marry the solution to the business case. Ironically, the salesperson, when positioned properly inside the IT department becomes the “Go-To” person in the sales cycle and not the outsider that many sales people fear. The IT staff treats the salesperson as part of the decision making team. Of course, engineers should accompany all sales persons in this process, but the reason an IT salesperson is kept around is to assist on the business portion of any transaction and engage the technical resources to complete the solution.


Stepping outside your comfort zone and leaving the purchasing department and moving into the IT Department will actually lead to more comfort and stability for the salesperson, not less. A salesperson’s time working on solutions brings profitability to their clients. In most instances, the customer will make sure the salesperson is compensated for their time because it saves them time and effort. In other instances the customer will make decisions to protect the salesperson and their efforts from others determination to devalue their services.


We, as business people on both sides of the table, always associate ourselves with individuals who make us successful. Your clients do it as well. While there is always the necessity to work with the purchasing department, engage with the IT department. Your involvement is necessary for the success of an IT department. Salespersons have so much more to offer a client than products or services. They offer a way to make the IT Department’s job easier. Leverage your business skill and make it happen….then, “rinse and repeat”.