In Japanese IT companies, the conflict between sales and engineers has been a long-standing topic of discussion. Ideally, these roles should work collaboratively, yet they are often perceived as fundamentally incompatible, like oil and water.
A former Google engineer from Japan has analyzed the potential issues arising from this situation and proposed possible solutions. This article provides a summary of these insights.
How is the relationship between engineers and other roles in your country?
Source (https://note.com/mizkun/n/n54094e97ec95)
Causes of Conflict
The primary causes of conflict between engineers and salespeople can be categorized into three main areas:
Knowledge Gap
Engineers and salespeople possess different expertise and experiences. As a result, their understanding and interpretation of the same situation differ, leading to discrepancies in decision-making.
Divergent Goals
Due to their distinct knowledge and backgrounds, engineers and salespeople often have different objectives and priorities. Salespeople tend to focus on revenue, while engineers prioritize the quality of products and services.
Differences in Communication Styles
The differences in knowledge and goals result in varying communication styles between engineers and salespeople. This makes mutual understanding more challenging and can lead to friction.
Solutions
To resolve these issues, the following measures are considered effective:
Introduce Specialized Roles
Placing specialized roles (such as project managers or technical account managers) between engineers and salespeople helps bridge the communication gap and fosters better mutual understanding.
Promote Mutual Understanding
Conducting training sessions and workshops where engineers and salespeople can learn about each other’s work and objectives helps build a common understanding, making collaboration easier.
Establish Shared Goals
Clearly defining the organization’s overall objectives and creating an environment where engineers and salespeople can work toward common goals strengthens interdepartmental collaboration.
By implementing these strategies, companies can mitigate conflicts between engineers and salespeople, ultimately improving overall organizational performance.
