Why sales is so important in cyber security
A study by McKinsey shows that 85% of decision-makers worldwide are dissatisfied with their conversations with sales representatives. The core problem: many feel these conversations are a waste of time as they do not see any clear added value
But why is this also relevant in the field of cyber security?
Cybersecurity has a particular challenge: it often means additional effort for end users – especially for non-experts who often do not immediately understand the direct benefits of the measures. This also applies to busy departments such as development or sales. To be successful here, you need to be able to communicate the added value clearly and comprehensibly, similar to the way it is done in sales. People need to understand why a security measure is necessary and how it will help them in their day-to-day work.
Cybersecurity and sales: a common challenge
A parallel between sales and cybersecurity lies in communication. Selling is not just about offering a product, it’s about explaining the potential benefits to the customer. In the same way, security measures must not only be implemented, but also communicated in such a way that the employees concerned understand why they are important.
Let’s take the sales department as an example: we often hear that security measures make their work more difficult or even prevent it. But when cybersecurity teams take the time to explain the added value of differentiated access rights – for example, how they help to share customer presentations securely yet easily – sales start to see the benefits. Ultimately, it’s about gaining the trust of employees, just like in a sales pitch. If the customer understands that an additional security procedure is necessary to better protect their data, they are more willing to accept this extra effort.
Communication creates trust
The basis for any successful partnership – whether in sales or cyber security – is trust. If the security department is well prepared, adapts to the needs of the users and clearly communicates the benefits, the “sales process” of the security measures will be successful. Empathy and an understanding of the daily challenges faced by employees help to increase acceptance and build a genuine security culture.
Conclusion: Sales as a success factor in cyber security
Cybersecurity is often about more than just technology – it is about convincing people and building trust. A clear focus on communicating benefits, an empathetic approach to the needs of employees and the right balance between efficiency and security can ensure long-term success.
Takeaways:
85% of decision makers often feel let down by sales reps, highlighting the need for better communication.
The parallels between sales and cybersecurity highlight the importance of clear communication of benefits.
Trust and empathy are crucial factors in building successful partnerships – both in sales and in security culture.
