pg.4 Attention Dealer Principles Why Your IT Manager Said NO To Our Service

*Article Baselinemag.com-Ericka Chickowski March 23, 2008 --IT Labor Shortage or Not, Gaps Remain

...Steven Ostrowski, director of corporate communications for the Computer Technology Industry Association (CompTIA)...

"Ostrowski agrees, explaining that one of the biggest skills gaps that his organization currently sees in the IT job market is in soft skills, like management, communication and understanding of business processes.

“What we're finding and what we're hearing is that companies no longer want people just with strong technical skills,” he said. “They need to have a combination of technical, and business knowledge in that understanding how it fits into the business interests or the business operations of the organization they work for."

Ostrowski explains that in today’s tight economic times, many businesses are looking to squeeze as much value as they can out of their existing IT infrastructure.

Martineau agreed with Ostrowski’s assessment.“So they need people who can tell them how to take what they have today and make it work to its optimum capacity so that they can either become more productive as a business or reduce costs as a business,” he said. “And if an employee doesn’t understand how technology fits into the whole business scheme of things then they’re not much use to their employer as an IT worker.”

-So if your employing IT Sales Managers who are technically skilled but do not understand the core "sales process" of YOUR BUSINESS, how many deals are you losing not solving the problem of time, distance and trust?