The Sales Engineer Manager's Handbook

Mastering Technical Sales

Autori

• John Care
• Chris Daly

Parametri

• 215 pagine
• 8 ore di lettura

• Auto-aiuto
• Business & Management
• Commercio
• Saggistica
• Temi psicologici

Maggiori informazioni sul libro

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 Rules: 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.

Lingua: Inglese

Pubblicato: 2020

(In brossura)

Condizioni del libro: In buone condizioni

Prezzo: 13,99 €