By Andrew Ciolli
When I started my career as a supply chain engineer, I never imagined that I’d eventually find myself leading conversations with customers, managing relationships, and working on the front lines of a sales team. Like many people with a technical background, I thought my role would always be behind the scenes—solving logistical challenges, improving systems, and ensuring operations ran smoothly. But over time, I discovered something important: the skills I developed as an engineer weren’t just useful—they gave me a major advantage in sales.
In this blog, I want to share how technical experience can make you a better salesperson, why customers value it more than you might think, and how you can transition from engineering to sales while staying true to your strengths.
Understanding the Product Inside and Out
One of the biggest advantages technical professionals have in sales is a deep understanding of the product or service. When I worked as a supply chain engineer at Avionic Instruments, I learned how aerospace components were designed, built, and delivered. I knew the systems inside and out, and more importantly, I understood the challenges our customers faced on a technical level.
Now, in my role as an Inside Sales Manager at Cad Energetics, that technical foundation allows me to speak with engineers and procurement professionals in their language. I’m not just pitching a product—I’m explaining how it works, why it matters, and how it fits into the bigger picture. That builds trust quickly. Customers don’t want fluff; they want facts, clarity, and confidence. If you can provide that, you’ll stand out.
Solving Problems Instead of Just Selling
Sales is no longer just about making a pitch and closing a deal. Today, it’s about solving problems. That’s where technical experience really shines. Engineers are trained to analyze systems, identify issues, and find solutions—and those same skills apply perfectly to consultative selling.
When a customer comes to me with a challenge, I approach it the same way I did as an engineer: I ask questions, gather data, look at constraints, and propose tailored solutions. I’m not pushing a product—they already know what I’m offering. What they need is someone who understands their operation and can help improve it. That mindset builds stronger relationships and leads to long-term partnerships.
Communicating Complex Ideas Clearly
A big part of sales is communication—especially when it comes to technical products. Having a technical background helps me simplify complex ideas without losing accuracy. I can explain how a component works, what it’s made of, or why one solution is better than another in a way that’s clear, even to non-technical stakeholders.
This skill becomes especially important when working with cross-functional teams or decision-makers who might not be engineers themselves. Being able to “translate” technical information into practical business terms is a huge asset, and it makes meetings more productive and efficient for everyone involved.
Building Credibility and Earning Trust
In industries like aerospace, defense, or energy, credibility is everything. Buyers want to work with people who understand what’s at stake and can back up their recommendations with real knowledge. My engineering background helps me earn that credibility quickly.
When I first moved into sales, I worried that I didn’t fit the traditional mold of a salesperson. But I soon realized that what set me apart—my technical mindset, attention to detail, and focus on facts—was actually what made me effective. Customers respect someone who’s done the hard work, who understands their business, and who won’t promise something that can’t be delivered.
Making the Transition: Lessons I’ve Learned
Moving from engineering to sales wasn’t always easy. It took time to develop my communication style, build confidence in customer meetings, and learn how to navigate deals and negotiations. But I also found that many of the skills I already had—like project management, data analysis, and strategic thinking—translated well.
If you’re thinking about making a similar move, here are a few tips I’ve picked up:
- Lean into your strengths – You don’t need to become a “salesperson” in the traditional sense. Be yourself, and let your technical expertise do the talking.
- Practice listening – Great salespeople aren’t just good talkers—they’re great listeners. The more you understand the customer’s needs, the more value you can offer.
- Don’t be afraid to ask questions – Even if you’re new to sales, asking smart questions shows curiosity and builds trust.
- Work closely with engineering and product teams – You’ll continue learning, and your insights will help shape better solutions.
- Invest in communication – Read, present, write—do whatever it takes to sharpen your ability to explain and connect.
Final Thoughts
Engineering gave me the foundation to succeed, but sales has given me the opportunity to grow in ways I never expected. Today, I get to blend technical knowledge with relationship-building, problem-solving, and strategic thinking every day—and I enjoy the challenge.
If you’re an engineer considering a move into sales, don’t underestimate the value you bring to the table. Your background is not a limitation—it’s a superpower. When used right, technical expertise can help you stand out, build credibility, and deliver real value to your customers. I’ve seen it firsthand, and I’m excited to keep learning and growing in both worlds.