You're managing a Sales Engineering team. How can you keep everyone on the same page?

Managing a Sales Engineering team effectively requires clear, consistent communication and robust project management tools. Start by setting clear objectives and expectations for everyone. Utilize a centralized platform where team members can update progress, share resources, and access necessary documentation in real-time. Regular team meetings and one-on-one check-ins are crucial for addressing any issues and reinforcing goals. Encourage a culture of open communication, allowing team members to voice concerns and share insights. By leveraging these strategies, you ensure that everyone is aligned, informed, and motivated towards common goals. #TeamManagement #SalesEngineering #Leadership

Organiza reuniones regulares para comunicar objetivos, compartir actualizaciones y resolver dudas. Utiliza herramientas de colaboración como plataformas en línea y software de gestión de proyectos para mantener la información accesible. Fomenta la comunicación abierta y establece expectativas claras para mantener a todos enfocados en los mismos objetivos y trabajando hacia el mismo fin.

Dans un premier temps, organiser une réunion générale pour communiquer la vision et les objectifs. Rappeler à chacun son r?le , sa responsabilité et la nécessité de l'implication de tous. Mettre en place un plan d'action suivi de briefs hebdomadaires. Réunion de lancement de journée quotidienne avec tableau de suivi. Utiliser l'affichage pour valoriser les réalisations et créer une émulation au sein de l'équipe. Récompenser les meilleures performances et partager leurs clefs de réussite . Si possible , viser une superformance par le canal d'un challenge; ceci permettra d'avoir de l'avance sur la production annuelle.

It is key to clearly present to executives which solutions are provided by your company. They need to have this context in order to understand exactly what can be oferred to each customer. Being clear on which attribute they should know about products, how to pitch each one and what are the posible integrations with those products and other market softwares os solutions can help on standarizing the sales process. Constantly certifying each ones knowledge on the solutions provided is also a metric to understand the speacialist in each solution and who is really pushing to understand deeply the solutions provided by your company.

Before communicating your vision and goals, it's crucial to understand the client's technical landscape and what is the current (problem) state and the future (solution) state. You are selling a solution, not product.

Streamlining your team's workflow and collaboration in the sales engineering cycle involves establishing clear processes and providing the right tools. Define roles, responsibilities, deliverables, deadlines, quality criteria, and communication protocols. Equip your team with essential resources like CRM systems, demo platforms, documentation, and training materials. Regularly review and update these processes and tools to ensure they remain effective and efficient. Training your team on using these resources effectively is crucial for optimizing performance and achieving seamless collaboration. This structured approach not only enhances team productivity but also improves customer engagement and sales outcomes.

No single client is the same, but the process and tools used are often replicated: - Come up with an effective communication medium with the prospect, consisting of multiple touch-points. Once you tailor the solution to their needs, you can establish a common understanding of how your solution solves the problem at hand. - Go for simple explanations of the complex technical components - not everyone on the call will be technical, so establish rapport between the business and technical people on the call. - Lastly, drive home the solution sales process by iterating the most important aspects of the tool you are offering. Don't hesitate to adjust your process to the client's needs -whether that's the tools you use, or the overall process.

Your sales engineers should learn new technologies and also gather internal information from the best sources. Giving a list of : books, webinars, learning platforms, internal content trusted and updated repository and other sources is essential, so they don't waste time looking for what to learn. A Sales Engineer, by nature, should be a longlife learner, but not always their interested subjects have something to do with the company they are currently working on, so be clear on what is expected to be knowledged by them. Aslo, which post graduation, MBA or certifications are esssential to have if they want to evolve on their carreer.

An easy effective strategy: Schedule monthly group sessions with product and cross-functional teams. Use this time to exchange feedback, discuss field insights, align on priorities, and keep everyone informed about new product features What New tools are you using? It's beneficial for team members to communicate the tools they use to streamline their workflows and enhance efficiency in their roles

As a Sales Engineer the learning never ends - both for you, and for your customers. Share best practices, guides, webinars and custom demo recordings with them. Be open to feedback and adjust your tools to the client's needs.

Everyone adding new layers of the latest ‘lessons learned’ from customer interactions will help the rest of the team stay up-to-date on current trends, AND let team members know exactly which teammate to consult when topic ‘XYZ’ is raised at their next customer call.

Fostering teamwork and trust in sales engineering involves creating a positive and supportive environment that encourages collaboration across functions, including sales, marketing, product, and customer success teams. Celebrate wins and successes to motivate the team, recognize individual efforts and contributions to build self-esteem, and resolve conflicts promptly to maintain harmony. Providing constructive feedback helps team members grow and improve. Trusting your team to work autonomously and empowering them to make decisions enhances their sense of ownership and accountability. Such an environment not only improves team dynamics but also drives better results and fosters innovation.

No Sales Engineer can close the technical win by themselves - you need to establish a perfect communication and relationship with your product and sales team. In the end - the deal is a team process, and always reward people for their effort and make them feel heard, seen and appreciated. Most importantly create an open culture where you can openly discuss gaps and issues, so you can solve them together over time.

Le travail d'équipe fait partie des facteurs de réussite d'une équipe,donc de l'entreprise. Ce n'est un secret pour personne lorsque je dis que nous avons besoin de tous les doigts d'une mains pour que celle ci soit utilisée à sa juste valeur. Il en est de même dans nos entreprises. Chacun à sa place, se déployant dans son poste. Participant au développement de l'entreprise. Force de proposition Entraide Réunion d'échange et partage d'expérience Création de supports d'aide à la promotion Actions communes entre services marketing et l' équipe de vente. élaboration d'une politique commune pour la promotion des produits. le client reste la priorité.

Promoting collaboration within the team to analyze both successes and failures. Organizing sessions to delve into the reasons behind potential deal failures, where all conceivable scenarios are openly discussed as a team. Through brainstorming, we acknowledge that victories and setbacks are shared experiences, reinforcing a unified approach.

The most important metric you can optimise is to learn from your past mistakes. Identify that demo that didn't go great - what went wrong? Maybe it was the technical aspect, or the business proposition. Perform ad-hoc analysis of past deals and learn from them. Most importantly, let others in the organisation know what you have learned - so others can avoid making this mistake in the future. If you see a particular recipe working well over time, don't hesitate to share it with others so they can provide feedback on how to strengthen it even more. In the end we are all active learners, and no 1 approach is better than another.

Defining the SMART objectives for the year (or quarter) is a priority. Not having objectives defined in the beginning of a determined space of conclusion makes executives lost track of the expectations that are attributed to them. As soon as the objectives are defined and are clearly alligned and make sense considering company's expectations and goals, the better.

Une chose utile est de savoir mesurer les résultats au quotidien et surtout de les exploiter efficacement. Encourager les progrès. Innover et changer d'orientation lorsque les précédentes échouent. Savoir imiter les réussirent des autres et s'en inspirer . Afficher et publier les résultats de la société ... Ceci permet d'entretenir un besoin de viser, gagner et maintenir la première place..

Establish Slack or team channels dedicated to sharing insights on why we secured deals and to celebrate our successes in winning deals! Plan sessions throughout the quarter to engage in enjoyable activities with the team

1) Identify and communicate the objectives of the team clearly 2) Hold periodic meetings as a team to identify common issues 3) Have 1-on-1 meetings with individual members of the team to understand their challenges and help them overcome the same 4) Create a culture of learning, sharing and trust 5) Enable the team to share common artefacts within the team for reusablity

Hold regular meetings to discuss progress and upcoming projects. Set clear, measurable objectives for the team and individual members. Use tools like Slack or Asana to facilitate communication and project management. Provide ongoing training to keep the team updated on trends and best practices. Encourage feedback and recognize achievements to motivate the team. Maintain transparent communication about company updates and changes.Encourage collaboration with other departments for a unified approach. Have one-on-one check-ins with team members to discuss progress and challenges. Be open to feedback and adjust strategies based on the team's needs.

Para lograr que todo el equipo esté alineado la clave fundamental es la comunicación. Tanto del superior con su equipo como de todos los integrantes del equipo entre si. Fijar reuniones semanales para los objetivos y diarias para el seguimiento. Si el equipo no trabaja junto in situ, utilizar herramientas de mensajería instantánea tipo slack para o MS teams para hacer llegar todas las novedades de forma inmediata a todos los miembros y aclarar dudas o problemas si surgieran.