The Sales Engineer Manager's Handbook: Mastering Technical Sales

by John Care, Chris Daly

John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone – from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It’s a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills – and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory “Managing Within The Law” session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers – each of whom performs the job differently than the newly minted manager used to do.

Genres: Management, Reference, Business

219 pages, Paperback

Published April 21, 2020

Reviews

[Steve Bullington · Rating 4 out of 5]

For the tenured SE leaders, this book has a lot of great reminders of those best practices that you may have fallen away from and would benefit from returning to.

For the future SE leader, this the user manual on how to build a great career as an SE Leader. It provides both insight and actions into the steps required to succeed or it might help you decide that the role isn't for you. Either way, time well spent.

[Scott Wozniak · Rating 3 out of 5]

It was a good summary of other books on management in general and sales management as well. But that's about all it was. No new thought. The authors literally just cited other books for all their ideas and didn't change or add anything to them. So, I'd recommend you read the original books instead of this one.

[Cameron Wasilewsky · Rating 4 out of 5]

It was ok, interesting but not mind blowing

[JB · Rating 4 out of 5]

Didn't talk enough about tangible things that could be changed