Q1: Please tell us who you are and what you do
Alan Edmonds, head of technical sales, RNA Automation. Products sold: vibratory bowl feeders, robotic automation, vision inspection.
Q2: What made you go into the industry sector you work in?
I'm old school and underwent a traditional mechanical apprenticeship in the UK in machine tool manufacture, special purpose machine, etc, with a natural progression into automation solutions.
Q3: Why did you choose a sales career?
I'm in a very technical solution-based sales process so a high degree of technical capability and an understanding of design is essential to succeed.
Q4: How often does your company hold sales or target-setting meetings?
We have sales meeting every five weeks, targets are set on a yearly basis and review six-monthly.
Q5: What sets your employer apart from the rest?
Skill level within our manufacturing and a very high level of technical sales staff.
Q6: Do you feel your company/industrial sector offers sufficient high-earning potential?
Yes, very much so. All manufacturing within the UK is working to maintain their business in the market. Automation is now a key part of that.
Q7: What do you see as the main key to successful sales?
Technical ability; relationship building; reliability of our equipment and after sales service.
Q8: What was the most useful sales training/experience you have had?
I have undertaken several sales course based around the SPIN [Situation, Problem, Implication, Need-payoff] selling model. It's very good for our market and all our sales team have done SPIN.
Q11: What’s the funniest sales situation you can share with SI?
I was once involved in a project meeting with a potential client that also included the three other companies bidding for the project. It was the shortest and quietest meeting ever and a very stupid thing to do by a very idle project engineer!!!
Q12: What is the best part and worst part of your job?
The best part is winning.
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