E-Sourcing Forum » 89% Buyers say – Sales people would make successful buyers

89% Buyers say – Sales people would make successful buyers

April 24th, 2007 at 03:12am Sean Delaney - Iasta UK

This is a really interesting survey result particularly when some buyers are of the opinion that a sales person stops lying when they stop talking!

On a more serious note it seems that senior management are not necessarily looking for individuals with a procurement background. The skills of procurement can it seems be taught.

It is a great testimony to the role procurement that they can now attract individuals from other professions. I think it reflects the opportunities that now lie in this category and also the high regard this function holds within some organisations. Having this experience is essential for progressing further within any organisation as I discussed here before.

Furthermore it is interesting to note that being able to follow procedures are less of a priority at organisations like Toyota who are “looking for the skills we require as a firm and not just as purchasing specialists. This gives us flexibility.”

All very interesting stuff, but why this change? Is the esourcing effect helping to standardise processes. If so surely optimisation, contract management and SRM will just further accelerate this change?

What skills will be become more valued? I suggested before that retail buyers have the skills that potentially could suit future roles but I also feel a broader skill set from other areas would suit too.

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Entry Filed under: Analysts/Research, General

1 Comment Add your own

1. Adam Smith | May 3rd, 2007 at 5:07 am

When I first joined the procurement profession it was very much process driven with large paperwork trails. Technology is changing this and processes are becoming streamlined and automated. Procurement now requires strategists and thinkers and it is very much feasible that these kind of people can come from sales orientated roles as they have been expected to think this way for many years. Good old fashioned processes still need to be maintained but they rarely add value to a business. A buyer now needs to be more in touch with the whole business than ever before and start to understand trends and emerging products within their own business. This has taken place in retail for many years with buyers expected to spot trends but it is now being seen in manufacturing and other disciplines. Strategic buyers get involved a lot earlier than perhaps 10 years ago when they were just expected to react to demand that appeared from within their own company walls.

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