Posted on December 2nd, 2008 by Darrin Mourer
I recently covered some of the different compensation split options available for Sales Engineers at a very high level. This prompted a few questions, mostly around the use of MBOs. As a follow-up, let me go into the various options available to SE management as well as some common pitfalls.
MBOs are targeted performance goals. As [...]
Filed under: Compensation, Growth, Management, Sales, Soft Skills, Strategy, Terminology, Time Management, Training | Comments Off
Posted on November 25th, 2008 by Darrin Mourer
Once a company expands its portfolio to 2 or more products, a question arises: Should sales (and SEs) be specifically incentivized to sell all of them. And, if so, how?
You run into ethical issues if you have competing products (such as stocks in a brokerage or mortgages for a loan broker) that encourage sales to [...]
Filed under: Compensation, Management, Sales | Comments Off
Posted on October 10th, 2008 by Darrin Mourer
In preparation for another series of upcoming posts, I thought it a good start to collect and provide a list of other SE-oriented resources. I’ll keep this list updated over time so if you know of any other adds, please send them my way.
Books
SE-Specific
Making the Technical Sale – A great book that I got a [...]
Filed under: Announcements, Book Reviews, Career Path, Certification, Compensation, Demo, Gadgets, Growth, Lab, Management, Marketing, Presentation, Proof of Concept, Sales, Soft Skills, Strategy, Terminology, Time Management, Training | Comments Off
