4/1/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation
4/1/1 Right People, Wrong Job vs Wrong People Right Job, Which is Worse?
- Sept 15, 2023
By Ramzi Marjaba
4/1/1 Weekly
4 Random Thoughts, 1 Tool, and 1 Quote
I’ve had many conversations over the last few weeks with both heads of sales who don’t have Sales Engineers, and with Sales Engineers who are struggling in their roles because they have no idea what their manager expects of them. Today’s/1/1 is inspired by these conversations.
But before we get in there, here’s last week’s podcast:
#282 10 Mistakes Tech Startup Founders Make In the Sales Engineering Process
Now the 4/1/1
4 Random Thoughts From Me:
1- You cannot have an SE supporting 10 salespeople and expect them to do the same tasks as a Sales Engineer supporting one. In other words, a sales engineer supporting 1 salesperson gets to build relationships with customers and gets involved in business discussions, future plans, proposals, etc. On the other hand, a Sales Engineer supporting 10 salespeople is basically doing demos all day long. So either hire the appropriate SE-to-Salespeople ratio or set the right expectation.
2- Proposals are built by the salesperson, and supported by the sales engineer. Sales Engineers are not sales assistants who have to do the salesperson’s job.
3- If you’re hiring a Sales Engineer to do post-sales, you’re hiring them for the wrong skill set. You’re better off hiring a field engineer. They are cheaper and better at the post-sales work.
4- POC(Proof of Concept) Engineers are not Sales Engineers. Need help selling? Hire Sales Engineers.
1 Tool:
I just found this site that lists workshops we can practice AWS with. Check it out!
1 Quote:
“When I find an employee who turns out to be wrong for the job, I feel it’s my fault because I made the decision to hire him.” – Akio Morita
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