SEskills Implementation for SE Managers
SEskills/Mgr is a one day instructor-led Manager Workshop prior to SEskills training designed specifically for SE and Sales Managers.
The Manager Workshop goal is to develop a Field Implementation Plan.
The Manager Workshop has six main objectives:
- Understand the SEskills agenda, lessons, behaviors, and best practices
- Identify procedures and policies to make new best practices operational
- Discuss pre-sales and sales integration issues and strategies
- Identify the manager’s roles pre, during, and post SE training
- Discuss the profile of deals SEs should bring into class
- Identify key milestones and success metrics
A vital objective of the Workshop is that both pre-sales and sales management agree that the SE Skills Improvement Program is the right strategic approach and that they will lend unified support to the program. This is important considering that any change in behavior, policy, or procedure is usually met with resistance.
Management's careful guidance of the implementation is crucial during the first few months for success of making the program operational.
Based on your sales engineering improvement objectives, a skills improvement program can be customized specifically for your organization.
Making SEskills Operational
| Post-training, it is important to ensure that the principles of "Project Managing the Solution Sale" are made operational. A follow-up program that implements new policies, procedures, and coaching is provided to ensure correct use of important new SEskills behaviors. |  |
Pre-sales performance is monitored and measured so corrective action can be proactively taken if necessary.