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 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
Posted on June 4th, 2008 by Darrin Mourer
Depending on your sales organization, you may or may not be heavily involved with the official forecasting process. The most optimal forecast process involves the rep working collaboratively with the SE and any other sales team member (e.g. inside rep) to set the forecast. At the end of the day the reps need to have [...]
Filed under: Management, Sales, Terminology | No Comments »
