Practices and Tips I Have Learned for Effective Sales Engineering Management
I worked as an Operations Administrator at Bootyard Technologies, a software development company based in the Philippines, before being positioned as a Sales Engineer. Honestly, I struggled a lot, especially in the management aspects of sales, even though that was my bachelor's degree. However, I learned a lot from those struggles.
Managing the sales engineering team is crucial for any sales organization to thrive. When the sales engineering team is well-led, it becomes a major force in making a company successful. They play a crucial role by offering clients the technical help and know-how they require to make smart choices when buying.
In this blog, we'll dive into some useful tips and best practices for effective sales engineering management. I'll draw from my experience, insights gained through online courses and blogs to shed light on what makes sales engineering management truly effective.
#1 Bring on Board the Right Team Members
Creating a powerful sales engineering team starts with bringing on the right individuals. Seek out candidates with the right skills, robust problem-solving abilities, and at least good communication skills. Equally important is finding people who vibe well with your company culture and can thrive in a collaborative team setting. When hiring, steer clear of individuals who bring drama or consistently meddle in others' affairs, as this can impact the overall productivity of the team.
#2 Define Clear Goals and Objectives
It's essential to set clear goals and objectives for your sales engineering team to ensure success. These goals should align with your company's overall sales strategy and be regularly reviewed and updated. Make sure your team members grasp their individual and collective responsibilities and understand how they contribute to the organization's success. Without clear objectives, the team's momentum can be affected, potentially causing challenges for the entire company.
#3 Foster Continuous Learning and Growth
To keep your sales engineering team in the loop with the latest industry trends, technologies, and best practices, it's crucial to provide ongoing training and development. Encourage your team to participate in relevant conferences, take online courses, and explore related blogs and vlogs. When hiring, look for individuals who are eager to learn on the job because nobody starts off knowing everything—continuous learning is a key part of team's dynamic.
#4 Cultivate a Team Spirit
Creating a collaborative vibe is key to a thriving sales engineering team. Urge your team to tackle challenges together, exchange ideas, and learn from one another.
Last year, we experienced a situation where a developer tried to hide something, hoping it wouldn't be discovered. Unfortunately, it ended up causing more harm. That's why team collaboration is crucial—it promotes transparency within the team and helps prevent such situations.
#5 Promote Clear Communication
Clear communication is a game-changer for sales engineering teams, whether it's within the team or with clients. Make sure your team is equipped with the skills and tools necessary for clear and concise communication. Motivate your team to invest effort in learning and taking initiatives. Effective communication isn't about lengthy messages or reports; it's about conversing in a way that ensures everyone is on the same page.
#6 Gauge Success and Keep Getting Better
Keep tabs on your sales engineering team's impact by measuring success and always aiming for improvement. Find key performance indicators (KPIs) that match your goals and track them consistently. Dive into the data to pinpoint areas where you can do better and make the necessary tweaks. Keep a regular check on your team's journey, and don't forget to celebrate those wins along the way.
In a nutshell, making sure your sales engineering team is managed effectively is key to ensuring your sales organization thrives. When you bring on the right individuals, establish clear goals, offer ongoing training, create a collaborative atmosphere, and keep track of achievements, you set the stage for your sales engineering team to shine and play a significant role in your company's success.