You can relax a bit. It won’t be for a long time and won’t be as bad as you think. A more accurate statement is that the role of sales and sales engineering will eventually be handled mostly by firms that specialize in the sales function.
Why have I recently come to this conclusion? The long-term [...]
Filed under: Management, Sales, Strategy | Comments Off
Yes, I’m talking about the SE organization in most companies. The SE org is a nexus in terms of capability and communication. We are able to relate to people, comprehend our technology/services, and match technology/services to business problems better than the competition. Not only do we interact with virtually all internal departments, we also interface [...]
Filed under: Growth, Management, Sales, Soft Skills, Strategy | Comments Off
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
