Many companies value a technical background so much that it's a requisite part of the sales job description. But others may never have fielded a sales force with formal scientific training or experience in the lab. You may have to convince your potential employer not only that a scientist can be a sales person but also that your skills give you (and the company) the competitive edge. The experts recommend a few foot-in-the-door strategies:

• The personality package: It's as old as the oldest "how-to-succeed-in-business" cliché--a firm handshake, eye contact, and friendly, forthright demeanor say very clearly that you're a people person. If the employer has doubts about a lab rat transitioning to sales, your own demeanor may be the most important asset in setting those doubts to rest.
• Talk the talk: Before you go for the interview, make sure you know about the company's products. Research their offerings on the Web and, if necessary, do a little textbook cramming to make sure that you understand what they do, the client base they serve, and the scientific and technical problems they may encounter. Don't be afraid to show that your technical background complements the specific assets that make the company stand out.
• Give specific examples: Tell the interviewer about practical scientific or technical problems you've solved in collaboration with others. Make it clear that even in the lab, you've served "clients" with innovative data, results, and solutions.
• Cite the competition: Before your interview, call the HR offices of one or two successful competitors in the field and ask about the percentage of their sales staff that have technical backgrounds. If this information is unavailable, ask whether a technical background is a valued asset for these employees. Save this information for the moment when your prospective employer expresses doubts about hiring someone with a science background.
  

  
  Back to article.