SEskills Implementation for SE Managers
As a key first step in an SE Skills Improvement Program, a one day instructor-led Executive Workshop can define the requirements, objectives, and metrics for a Field Implementation Plan for the successful measured deployment of a Solution Sales Process.
An Executive Workshop would have six main objectives including:
- Identify procedures and policies to motivate sales reps and SEs to adopt new best practices
- Discuss pre-sales and sales integration issues and strategies
- Identify key milestones and success metrics
A Workshop strives to gain leadership's support and commitment for the program. This is important considering that any change in behavior, policy, or procedure may be met with resistance by the rank and file.
Based on identified sales engineering improvement objectives, a skills improvement program can then be customized for your organization.
Contact Us for a detailed outline.
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, measurement, and coaching ensures correct use of important new SE skills and behaviors. |  |
Pre-sales performance would then monitored and measured so corrective action can be proactively taken if necessary.