Why did Mike decide to move into the Sale Engineering Manager role? Sometimes changing you role is more of a defensive move. Mike decided to go after the SEM role mainly to not allow his organization to hire a new SE Manager that he would not like. That seemed to work out in his favor in the long run.
The struggle of moving from an individual contributor to a SE Manager is accepting the mindset of not being in the spotlight, but more of the enabling your SEs to be in the spotlight.
In order to get that mindset right, Mike had to talk to his mentors, he also came across a book called Multipliers which helped his as well. We also discuss how Mike got his mentors.
We then dig into how Mike himself mentors his SEs and how he helps them partner with their Account Managers, which turns out to be one of the top challenges that he faces. He discusses how to cultivate trust, who does what in a relationship, and more in order to create a good relationship.
Finally, we discuss how SEs can market themselves to work on more interesting projects or move up the ranks.
NSFR:
1- What is the one thing you love about being an …
- I think I’m doing a good job at it, which makes me enjoy it.
2- What is the one thing you would change about your job
- I wish there were ways in which I can make deeper connections.
3- Books or resources every SE should read (Which book should we start with)
- Multipliers, Revised and Updated: How the Best Leaders Make Everyone Smarter by Liz Wiseman
- New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
- Getting Naked: A Business Fable About Shedding The Three Fears That Sabotage Client Loyalty by Patrick Lencioni
- Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity by Kim Scott
4- What separates the great SEs from the not great ones
- Developing relationships with the people around them.
- Being Self-aware.
