Embracing Human Expertise in the Digital Age: The Crucial Role of Sales Engineers in Process Control

In today's digital landscape, where internet search engines and artificial intelligence offer quick answers at our fingertips, one might question the necessity of traditional sales engineers in the process control industry. However, despite the rise of technology, industrial valve, instrumentation, and process control sales engineers remain indispensable in the sales cycle. Their expertise, personalized approach, and hands-on experience provide value that technology alone cannot replicate when specifying, applying, and supporting process control equipment.

Process control environments are complex and highly specialized. Each industrial application presents unique challenges, requiring solutions tailored to specific operational parameters and compliance requirements. While online resources can supply general information, they lack the depth and context necessary for making critical decisions. Sales engineers bring knowledge from working directly with diverse systems and applications. They understand the nuances of different industries, whether the corrosive conditions in chemical processing or the stringent hygiene standards in pharmaceuticals.

When specifying equipment, sales engineers assess the immediate needs and long-term implications of a choice. They consider factors such as compatibility with existing systems, potential scalability, and the total cost of ownership. For instance, selecting a valve isn't merely about matching size and pressure ratings; it involves evaluating material suitability, response times, and how the valve will interact with the control system. Such comprehensive evaluations ensure that the equipment will perform optimally throughout its lifecycle.

In the application phase, sales engineers are pivotal in integrating new equipment into existing processes. They offer on-site support, collaborating with engineering teams to fine-tune configurations and optimize performance. Their hands-on involvement minimizes the risk of errors that could lead to costly downtime or safety hazards. Moreover, they provide training and knowledge transfer, empowering operators to manage the equipment effectively. This level of engagement fosters a partnership that extends beyond a simple transaction, building trust and reliability.

Supporting process control equipment doesn't end after installation. Operational demands evolve, regulations change, and technological advancements emerge. Sales engineers stay abreast of these developments, offering proactive solutions to keep systems up-to-date and compliant. They alert customers to potential issues before they escalate and recommend upgrades that enhance efficiency or reduce costs. This ongoing support is vital in industries where even minor disruptions can have significant financial and safety implications.

The human element that sales engineers contribute is irreplaceable. They listen to customer concerns, ask probing questions, and provide insights that algorithms cannot generate. Their ability to interpret non-verbal cues and adapt to the dynamics of interpersonal communication enables them to address unarticulated needs and alleviate apprehensions. This emotional intelligence is crucial for reaching satisfactory outcomes in negotiations and problem-solving scenarios.

Artificial intelligence and internet searches offer information but lack the capacity for critical thinking and contextual understanding that sales engineers possess. Technology can assist with data analysis and automate routine tasks but cannot replicate the creativity and judgment required to solve complex, real-world problems. Sales engineers synthesize information from various sources, draw on their experiences, and apply reasoning to develop innovative solutions tailored to each customer's situation.

Furthermore, the ethical considerations in process control applications demand accountability and responsibility only a dedicated professional can provide. Sales engineers adhere to industry standards and best practices, ensuring that recommendations prioritize safety, efficiency, and regulatory compliance. Their reputation and career depend on the quality and integrity of their work, motivating them to maintain high standards that foster trust within the industry.

While technology continues to advance and reshape many aspects of business, the role of the industrial valve, instrumentation, and process control sales engineer remains as vital as ever. Their expertise bridges the gap between generic information and practical application, providing customized solutions that address the intricate challenges of modern industries. By combining technical knowledge with personalized service and ethical responsibility, sales engineers offer value that machines cannot replicate. Embracing their role ensures that businesses keep pace with technological advancements and achieve sustainable success through informed decision-making and reliable support.

Piping Specialties / PSI Controls
https://psi-team.com
800-223-1468

The Evolving Role of the Industrial Valve and Control Sales Engineer in the 21st Century

The 21st century has been a period of unprecedented technological advancement. From AI and machine learning to IIoT and big data, industries are undergoing rapid transformations, changing how they operate, design, and deliver products. A key sector experiencing transformation is the industrial valve, process instrumentation and control sectors. 

The role of the Sales Engineer, in particular, has evolved drastically compared to what it was in the earlier parts of the 21st century. Today's Sales Engineers must demonstrate new responsibilities, skills, and contributions to be successful in the modern industrial valve and control environment.

1. From Product Knowledge to Solution Architects:

In the early 2000s, the primary role of a Sales Engineer was to have an in-depth understanding of the product portfolio. They were expected to explain the technicalities and features of industrial valves and controls to clients. However, today, Sales Engineers don't just sell products; they sell solutions by understanding the client's specific needs and industry trends and then architecting a solution that might integrate multiple products and technologies.

2. Integration with IIoT and Digital Platforms:

With the rise of the Internet of Things (IoT), valves and controls are no longer standalone hardware; they are now connected, smart devices that relay real-time data. A modern Sales Engineer needs to be adept at explaining the advantages of these connected systems, from predictive maintenance to real-time monitoring.

3. Enhanced Collaboration with Cross-functional Teams:

Previously, Sales Engineers operated more independently, liaising primarily with mechanical engineering, instrument engineers, purchasing, and perhaps product managers. Today's Sales Engineers, however, have to collaborate with a broader array of teams, from software developers to data scientists, to deliver comprehensive solutions. This shift demands excellent communication skills and a holistic understanding of the business.

4. Continuous Learning and Adaptability:

Modern Sales Engineers cannot afford to be static with new technologies emerging at a breakneck speed. They must be committed to lifelong learning, understanding the basics of artificial intelligence when discussing predictive analytics or learning about cybersecurity when addressing the safety of connected devices.

5. Emphasis on Consultative Selling:

The early 21st-century sales approach was more transactional. A client expresses a need, and the Sales Engineer provides the appropriate product. Today, Sales Engineers take on a consultative role with businesses seeking efficiency and optimization. This approach involves understanding the client's ecosystem, identifying pain points, and proposing integrated solutions that add value.

6. Soft Skills and Relationship Building:

Technological prowess alone is not enough. The modern Sales Engineer must possess exemplary soft skills. Building long-term relationships, understanding client psychology, and showcasing empathy are all crucial. As technology advances, human connection becomes even more valuable in sales.

7. Navigating a Global Marketplace:

In earlier years, Sales Engineers often dealt with local or regional clients. However, with globalization and digital connectivity, they are now navigating a global marketplace. This global reach demands understanding different cultures, regulations, and market dynamics.

8. Sustainability and Green Technologies:

The global push towards sustainability has also impacted the industrial valve and control sector. Sales engineers now need to be versed in green technologies energy-efficient systems, and be able to communicate the long-term benefits of sustainable solutions to clients.

The role of the industrial valve and control Sales Engineer has undoubtedly expanded in scope and complexity. These professionals are now at the intersection of technology, business, and consultative service, requiring them to be multi-faceted and agile. The evolution of their role reflects the broader changes in the industrial sector and the global marketplace.

Companies in the valve and control industry that wish to remain competitive should invest in continuous training and development for their Sales Engineers, ensuring they meet the ever-evolving demands of the job. With the right skills and approach, the modern Sales Engineer can propel businesses to new heights in this dynamic 21st-century landscape.

Piping Specialties / PSI Controls
https://psi-team.com
800-223-1468

Worker Shortage in Engineering?

From the sales people on the front lines, to the engineering staff behind the scenes, to the managers in between, every staff member has a powerful influence on the success of a manufacturing company.

But are you facing difficulties in your manufacturing company in filling open positions? Are you finding a lack of skilled and qualified applicants? If the answer is, “yes,” you are not alone.

There are a multitude of factors contributing to the worker shortage in engineering starting with historically low unemployment, the aging population, and economic growth outpacing the rate at which jobs can be filled with trained workers. The talent pool shortage is expected to increase over the next 10 years.

Skilled Workers Aging and Retiring

The baby boomer retirement has been on the horizon for more than a decade, but the recession delayed some of its impact as older workers stayed in their jobs. High unemployment made it easy for businesses to find employees willing to work for less. A significant portion of the current manufacturing workforce is nearing retirement age and as these aged and skilled workers leave the workforce, they take critical industry knowledge with them.

STEM Skills Lacking

In recent years, the lack of STEM courses in high school has produced workers who are relatively unprepared for the demanding tech requirements of 21st century manufacturing jobs. Not only does STEM skills (math, science, and computer skills) prepare young workers for technical jobs, STEM also equips workers with problem solving skills, which is also a potential deficiency in individuals' capabilities for these jobs.

Many Students not Aware of the Industry

For the students who do possess strong STEM skills, they are often unaware of the career paths which would potentially match their skills. Industrial and Systems Engineering degrees are specifically designed to provide students with the skills to design and analyze automated manufacturing processes.

There is also a perception that engineering in manufacturing might not be hi-tech, it may be dangerous and dirty work, and may also be low salary positions. This means that younger workers may not consider the manufacturing industry as a career path.

The industrial sector is experiencing a manufacturing and engineer skills gap and it is up to the stakeholders to understand this critical situation and to look for innovative methods to fill jobs with experienced and knowledgeable engineers. Manufacturing work is increasingly technical, therefore these deficiencies in schooling need to be addressed. How can industry and associations work, in other ways, to bridge the gap?

One opportunity may be the developments in smart manufacturing and the industrial internet of things, connected enterprise strategies, Industry 4.0, robotics, data analytics and product design. These new technologies may logically appeal to the new generation of young people equipped with high tech skills. It points to industry associations and companies to effectively communicate these opportunities within the manufacturing and industrial segment.