“Discovery and Curiosity are the most operatives words internally or externally” – Stephen Morse
“Solve your manager problem like you solve your customer problem” – Stephen Morse
Not every Sales Engineer wants to be in a leadership position, but every Sales Engineer needs to be able to lead within their sales team.
As for those who want to be SE Leaders, according to Stephen, the best quality a Sales Engineer leader should have is self-awareness. If you are self-aware, you have the ability to identify what you need to work on and then get better at it.
In this show we will discuss:
- Leadership vs Management
- Individual Contributors vs Management
- How Individual Contributors can evolve
- Enabling Individual Contributors to evolve
- Stephen’s personal experience and why he went the management route
- What Stephen looks for in a Sales Engineer
- Curiosity
- Intelligence
- Work Ethic
- Coachability
- The 3 pillars of Sales Engineering
- Technical Mastery
- Sales Mastery
- Customer Mastery
- Qualities of a good manager
- How SEs can learn more about management
- Reporting to SE Managers vs Sales Managers.
Some more links from the show:
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