How can Sales Engineering leaders best support and collaborate with Sales Managers?

It is very important for sales engineering leadership and sales leadership to define mutual goals, process, roles, and responsibilities. Do be sure to celebrate wins as a collective team and do project post mortems to learn as a team.

A venda sempre será técnica, existe a técnica do produto que você vende, e todos devem saber tudo para diferenciar, qualificar e gerar valor sobre o seu produto. Existe a técnica de vendas, que s?o os caminhos, informa??es, e posturas que o vendedor deve saber e conhecer para concluir a venda. As pessoas adoram comprar coisas e produtos, mas sua maioria destesta a rela??o de venda e compra. Isto você deve passar para todos desde Gerentes de Venda, Vendedores, Atendentes, Estoquista e demais da equipe das empresas. Empresas existem através de pessoas e estas pessoas fazem vendas todos os instantes, precisam saber, o financeiro, o contábil, a produ??o, enfim todos na empresa precisam saber o que vendem, como vendem e por qual valor vendem.

When I work with organizations with sales engineers and sales reps, the process must be followed so that each team member "stays in their lane" to avoid overpromising and underdelivering to the client.

El líder de ingeniería de ventas colabora estrechamente con los gerentes de ventas para comprender las necesidades del cliente, ofrecer soluciones técnicas viables y proporcionar capacitación sobre productos y servicios. Esta colaboración mejora la comprensión del equipo de ventas sobre los productos, alinea los objetivos y estrategias, y garantiza una experiencia del cliente coherente. La comunicación abierta y transparente es fundamental para abordar desafíos técnicos y satisfacer las necesidades del cliente de manera efectiva.

Escopo de trabalho! é muito importante que cada um tenha seu escopo de trabalho e apresente as ferramentas para a colabora??o dessa atividade. O engenheiro de vendas vai atuar diretamente no processo técnico comercial enquanto o gerente de vendas vai "bater o martelo" no processo. é uma colabora??o muito produtiva se bem desenhada e esclarecida.

Most of the sales managers come out of the sales department and have been the best sales people. This does not always enable them to use feedback and coaching as well as leadership skills to enable the employee to reach the set targets. Sometimes external trainings, coachings and 360 feedback can help to identify areas of improvement for the employee but as important for the sales leadership.

Parts of the knowledge in a company is within the product and product development team or other sales departments if there are multiple products that are sold. In some cases it makes sense that apart from the well trained and equipped sales person or manager in addition colleagues from other departments join meetings. The sales manager can give a good perspective on the situation and where it makes sense to go beyond a sales scope. Same applies to specific sales skills like negotiation tactics or deal closure that can be learned better on the job with a additional sales person or the manager supporting directly.

It is very important that SE leaders have the same visibility in key opportunities that the sales are working on. This helps in putting out the best solution that will be beneficial to the customer, channel, sales, presales as well as the post sales and support departments in your organization. Strategizing with SE Leaders on how to approach a deal technically and commercially benefits the sales organization and provides a different perspective to the opportunity. Besides, working together only increases the winnability of those opportunities. SE leaders can also put the right resources in an opportunity that will only further increase the chances of winning the deal. SE's and Sales should always be in sync on all the key opportunities.

Sales channel management is important for bigger corporations as different skill sets are needed for the development of Key Accounts than smaller SME Accounts. Even if in most of the cases large customers need a different organization on the supplier side in the first place, the Key Account sales cycle differs in regards to investment and time. In case of a proper Key account management approach a plan is made and aligned with the departments taking into consideration multiple factors like the purchasing behavior, tender management, focus areas etc. while SME business is usually developed locally.

La coordinación es clave sin ella no avanzan la culminación de los procesos muy de la mano va la comunicación constante

Motivation by incentives and recognition is an important part of the sales job. Awards can be a tool to develop a sense of competition within the sales department and are used widely, but more important is the recognition on a regular basis in feedback sessions.

Reconocer los éxitos es incentivar a cada una de las partes a seguir logrando objetivos juntos el motor que nos impulsa a seguir creciendo