How can you develop an adaptable sales engineering team?

1 Hire for diversity and curiosity

One of the key attributes of an adaptable sales engineer is the ability to learn new things and apply them to different situations. To foster this skill, you need to hire a diverse team that brings different perspectives, backgrounds, and experiences to the table. Look for candidates who are curious, open-minded, and willing to explore new domains and technologies. Diversity and curiosity can help your team generate more ideas, solve problems creatively, and empathize with your customers.

2 Train for skills and mindset

Another way to develop an adaptable sales engineering team is to provide them with ongoing training and development opportunities. Training should not only cover technical skills, but also soft skills, such as communication, presentation, negotiation, and collaboration. Moreover, training should also instill a growth mindset, which is the belief that abilities can be improved through effort and feedback. A growth mindset can help your team embrace challenges, learn from mistakes, and seek feedback.

3 Empower for autonomy and collaboration

A third way to develop an adaptable sales engineering team is to empower them with autonomy and collaboration. Autonomy means giving your team the freedom and responsibility to make decisions, take risks, and experiment with new approaches. Collaboration means encouraging your team to work together, share knowledge, and support each other. Autonomy and collaboration can help your team become more self-reliant, innovative, and resilient.

4 Reward for performance and adaptability

A fourth way to develop an adaptable sales engineering team is to reward them for both performance and adaptability. Performance means measuring and recognizing your team's achievements, such as closing deals, meeting quotas, and exceeding expectations. Adaptability means measuring and recognizing your team's efforts, such as learning new skills, trying new methods, and overcoming obstacles. Rewarding both performance and adaptability can help your team balance results and growth.

5 Lead by example and vision

A fifth way to develop an adaptable sales engineering team is to lead by example and vision. Leading by example means demonstrating the behaviors and attitudes that you expect from your team, such as curiosity, flexibility, and persistence. Leading by vision means communicating the purpose and goals of your team, as well as the value and impact of your solutions. Leading by example and vision can help your team align with your expectations and aspirations.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?