Chris DalySales Engineer Managers Handbook

I have been training sales engineers and sales engineering managers for years. This is a concise discussion of the unique challenges Sales engineering managers face. This should be in your toolkit.

This is a book that describes in a pragmatic and down to earth the reality that many sales engineering managers live through, while providing tips and advice on how to handle the various situations. It is valuable also for experienced leaders as it provides a quick reference guide to keep the basics in check for most of the challenges observed in this profession.

Good book and fast and thrusted seller

For the tenured SE leaders, this book has a lot of great reminders of those best practices that you may have fallen away from and would benefit from returning to.For the future SE leader, this the user manual on how to build a great career as an SE Leader. It provides both insight and actions into the steps required to succeed or it might help you decide that the role isn't for you. Either way, time well spent.

I have been intimately familiar with the sales engineer profession for 25 years now. This book is a must read for all professionals regardless of seniority. There are some great frameworks, like MARS (Minimum Acceptable Results of Salescall) and BARS (Best Achievable Results of Salescall) that I felt were very constructive, informative and help with overall productivity. I have purchased a dozen copies of this book for friends in the profession and highly recommend this book.