7
Mastering Yourself and Helping Others
Take an honest look at the best sales engineers (SEs) in your company, and I don’t mean who is tied to the most successful account executives (AEs). There is value to knowing that but, in this case, we are not looking at revenue metrics at all. We are looking to understand who is seen by the SE managers and directors as the top of the triangle. It is a good question to ask your SE leadership, “Who are the best SEs on our broader team”? Then, take time to learn what makes them stand out and why they are seen as the highest performers. Most likely, this will be articulated well by those on your team who know and work with them personally, especially those who have been there for a while.
After doing some ...
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