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{"id":2348,"date":"2020-05-11T01:00:00","date_gmt":"2020-05-11T06:00:00","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2348"},"modified":"2020-05-11T01:00:00","modified_gmt":"2020-05-11T06:00:00","slug":"the-31-rules-of-sales-engineering-leadership","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/the-31-rules-of-sales-engineering-leadership\/","title":{"rendered":"The 3 + 1 Rules of Sales Engineering Leadership"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2348\" class=\"elementor elementor-2348\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-52d01367 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"52d01367\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4eae5dad\" data-id=\"4eae5dad\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6d097a4c elementor-widget elementor-widget-spacer\" data-id=\"6d097a4c\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-714f4c1b elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"714f4c1b\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">The 3 + 1 Rules of Sales Engineering Leadership<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-61a354a3 elementor-widget elementor-widget-html\" data-id=\"61a354a3\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-57e5a382 elementor-widget elementor-widget-spacer\" data-id=\"57e5a382\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-493a128d elementor-widget elementor-widget-image\" data-id=\"493a128d\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/05\/The-3-1-Rules-of-Sales-Engineering-Leadership-1024x683.png\" class=\"attachment-large size-large wp-image-2349\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/05\/The-3-1-Rules-of-Sales-Engineering-Leadership-1024x683.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/05\/The-3-1-Rules-of-Sales-Engineering-Leadership-300x200.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/05\/The-3-1-Rules-of-Sales-Engineering-Leadership-768x512.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/05\/The-3-1-Rules-of-Sales-Engineering-Leadership-1536x1024.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/05\/The-3-1-Rules-of-Sales-Engineering-Leadership-2048x1365.png 2048w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-631d3db2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"631d3db2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2be6f386\" data-id=\"2be6f386\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6b5808bd elementor-share-buttons--view-icon elementor-share-buttons--shape-circle elementor-share-buttons--align-center elementor-share-buttons--skin-gradient elementor-grid-0 elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"6b5808bd\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-790107d9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"790107d9\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3c6325db\" data-id=\"3c6325db\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4ac71671 elementor-widget elementor-widget-spacer\" data-id=\"4ac71671\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6c17aa4f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6c17aa4f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-75e130c2\" data-id=\"75e130c2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-15cd339f elementor-widget elementor-widget-html\" data-id=\"15cd339f\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/14362496\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/e4e4e3\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8954c30 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8954c30\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7d6d253\" data-id=\"7d6d253\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1e09a22 elementor-widget elementor-widget-video\" data-id=\"1e09a22\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/L9dSDdG9Kyk&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4fa63be2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4fa63be2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-31d1b94b\" data-id=\"31d1b94b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-768ef395 elementor-widget elementor-widget-spacer\" data-id=\"768ef395\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-100828d4 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"100828d4\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8c18f2b\" data-id=\"8c18f2b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4d1274dc elementor-widget elementor-widget-text-editor\" data-id=\"4d1274dc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">SE Leader vs SE Manager:<\/span><\/p><p><span style=\"font-weight: 400;\">SE Manager is viewed as a first line manager, in charge of the care and feeding of SEs that report to them, it\u2019s a position.<\/span><\/p><p><span style=\"font-weight: 400;\">SE Leader isn\u2019t tied to a title, it\u2019s a mindset.<\/span><\/p><p><span style=\"font-weight: 400;\">Insight to a Sales Leader that the book will give:<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">It will give more structure to the sales pipeline.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Insight to how to best use an SE org.<\/span><\/li><\/ul><p><b>3+1 Rules of SE Leadership<\/b><\/p><p><b>Rule 0: Manage yourself.<\/b><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Have to make sure you\u2019re in a good spot in order to best manage others.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Continuously find ways to improve how you do things.<\/span><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Time management<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Balance Strategic and Tactical thinking<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Consider your role on calls as a manager.<\/span><\/li><\/ul><\/li><\/ul><p><b>Rule 1: Develop and serve your people<\/b><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Remember: RADAR<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">R: Recruit<\/span><\/p><p><span style=\"font-weight: 400;\">A: Attract<\/span><\/p><p><span style=\"font-weight: 400;\">D: Develop<\/span><\/p><p><span style=\"font-weight: 400;\">A: Advance<\/span><\/p><p><span style=\"font-weight: 400;\">R: Retain<\/span><\/p><p><span style=\"font-weight: 400;\">The 5 phases of growing and developing anyone to your SE organization.<\/span><\/p><p><span style=\"font-weight: 400;\">When recruiting for your team, it\u2019s important to make sure you have a strong bench of those that align with your overall brand and team mission.<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><b>Rule 2: Run your organization as a business<\/b><\/p><p><span style=\"font-weight: 400;\">Forget about the technical win.<\/span><\/p><p><span style=\"font-weight: 400;\">It\u2019s not just about that. Aim for the overall win. Sales is a team effort.<\/span><\/p><p><span style=\"font-weight: 400;\">Orient your teams to be able to support the overall win, not just the technical win.<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Chapter in the book: What Can Possibly Go Wrong?<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Came out of a conversation with SE Leaders<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What got you here will get you there.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Be aware of the mistakes you can be prone to make.<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">Embrace the mistakes you make and <\/span><span style=\"font-weight: 400;\">learn from them.<\/span><span style=\"font-weight: 400;\"> More applicable in Western cultures, in some cultures, mistakes are meant to be developed upon behind the scenes.<\/span><\/p><p><span style=\"font-weight: 400;\">\u201cSuccess is stumbling from failure to failure with no loss in enthusiasm\u201d<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Winston Churchill<\/span><\/li><\/ul><p><span style=\"font-weight: 400;\">Be aware of cultural nuances if you\u2019re managing or working in\/on global teams.<\/span><\/p><p><span style=\"font-weight: 400;\">Remember the methodology of the British Rowing Team:<\/span><\/p><p><span style=\"font-weight: 400;\">\u201cWhat will make the boat faster?\u201d<\/span><\/p><p><span style=\"font-weight: 400;\">Always be considering what can be done to drive the team to be more effective. Consider the brand you want for your SE team.<\/span><\/p><p><b>\u00a0<\/b><\/p><p><b>Rule 3: Serve and Delight your customers<\/b><\/p><p><span style=\"font-weight: 400;\">Never stop learning \u2013 continue to prepare yourself for the future.<\/span><\/p><p><span style=\"font-weight: 400;\">What is the role of an SE Manager on Calls?<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You\u2019re the executive\/adult in the room.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You should be making sure everything is on track.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Level up the conversation<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Help the Sales person secure higher contacts in the prospect organization,<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Observe your SE direct reports to find coaching opportunities<\/span><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t step in unless absolutely necessary.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Know your role!<\/span><\/li><\/ul><\/li><\/ul><p><span style=\"font-weight: 400;\">___________________________________________________________________<\/span><\/p><p><span style=\"font-weight: 400;\">Buckets of Areas to Evaluate to always be considering improvements.<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Learning and Growth \u2013 Aligns with Rule 1<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How are your people, where can they grow, what can be improved on, what are they doing well, etc\u2026<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Process \u2013 Aligns with Rule 2<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Internal process, are things happening as they should be.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Customer \u2013 Aligns with Rule 3<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How are things going with them? Are they happy?<\/span><\/li><\/ol><\/li><\/ol><p><span style=\"font-weight: 400;\">Make sure you have data to back up your decisions.<\/span><\/p><p><span style=\"font-weight: 400;\">Use data for the greater good.<\/span><\/p><p><span style=\"font-weight: 400;\">Show that your collection of data is meant to get make your team\u2019s lives better and they\u2019ll buy in to what you want to do.<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Not So Fire Round:<\/span><\/p><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What do you love about being an SE Manager\/Leader?<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Loves developing, managing, mentoring and overall just helping others improve and be better.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Biggest mistakes he\u2019s seen made by SE Managers.<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Don\u2019t try to make everyone like you, recognize the unique strengths of your team and leverage those to overall grow the worth of every individual, and ultimately the team.<\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Books\/Tools\/Resources John Recommends:<\/span><ol><li style=\"font-weight: 400;\"><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/1401301304\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=76aac75afdef2f5569fc34e38d8ebda5&amp;language=en_US\"><span style=\"font-weight: 400;\">What Got You Here Won&#8217;t Get You There: How Successful People Become Even More Successful by Marshall Goldsmith<\/span><\/a><\/span><\/li><li style=\"font-weight: 400;\"><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Never-Split-Difference-Negotiating-Depended\/dp\/0062407805\/ref=as_li_ss_tl?crid=3GJ53A16SP1FU&amp;keywords=never+split+the+difference+by+chris+voss&amp;qid=1558172519&amp;s=books&amp;sprefix=never+s,stripbooks-intl-ship,160&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=8945b3fecd4c8d9d62aa48aedacd60fb\"><span style=\"font-weight: 400;\">Never Split the Difference by Chris Voss<\/span><\/a><\/span><\/li><li style=\"font-weight: 400;\"><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Radical-Candor-Kick-Ass-Without-Humanity\/dp\/1250103509\/ref=as_li_ss_tl?crid=1CPTP0FUY4DN2&amp;keywords=radical+candor&amp;qid=1555787951&amp;s=books&amp;sprefix=Radical+Cando,stripbooks-intl-ship,309&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=df47848e7ebed942f1f0c678797c5af2\"><span style=\"font-weight: 400;\">Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity by Kim Scott<\/span><\/a><\/span><\/li><\/ol><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What separates the Great SE Managers from the rest?<\/span><ol><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The best managers have empathy.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">They need to understand what motivates and drives those that work for them.<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">They have to always be driving to make those around them better.<\/span><\/li><\/ol><\/li><\/ol><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.linkedin.com\/in\/johncare\/\"><span style=\"font-weight: 400;\">John\u2019s <\/span><span style=\"font-weight: 400;\">LinkedIn<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.masteringtechnicalsales.com\/\"><span style=\"font-weight: 400;\">John\u2019s Website<\/span><\/a><\/span><\/p><p><span style=\"font-weight: 400;\">John\u2019s Books:<\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Mastering-Technical-Sales-Professional-Development\/dp\/1608077446\/ref=as_li_ss_tl?keywords=mastering+technical+sales&amp;qid=1552267405&amp;s=books&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=945849d09fe36193f085b0c3afc2c9f4\"><span style=\"font-weight: 400;\">Mastering Technical Sales: The Sales Engineer&#8217;s Handbook 3rd Edition by John Care<\/span><\/a><\/span><\/p><p><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.amazon.com\/Sales-Engineer-Managers-Handbook-Mastering-ebook\/dp\/B087GKLVBZ\/ref=as_li_ss_tl?dchild=1&amp;keywords=john+care&amp;qid=1589158028&amp;s=books&amp;sr=1-2&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=e38bcd2604d4633eb29164219e9723c1&amp;language=en_US\"><span style=\"font-weight: 400;\">The Sales Engineer Manager&#8217;s Handbook: Mastering Technical Sales<\/span><\/a><\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-591df5d1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"591df5d1\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-29e210f1\" data-id=\"29e210f1\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-30613198 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"30613198\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-5012 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-becoming-a-sales-engineer tag-customer-office-hours tag-demonstrating-workflows tag-educating-customers tag-managing-our-work-time tag-managing-the-schedule tag-presales tag-ramzi-marjaba tag-sales-engineer-organization-structure tag-sales-engineering tag-solutions-engineer-vs-sales-engineer tag-supporting-the-customers tag-training-new-account-managers tag-tremble tag-we-the-ses tag-working-with-customers tag-working-with-product-management tag-working-with-sales entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/205-sacrifice-and-dedication-have-a-great-payoff\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png\" class=\"attachment-medium size-medium wp-image-5016\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#205 Sacrifice and Dedication Have a Great Payoff\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3c3b3384 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3c3b3384\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-55c90477\" data-id=\"55c90477\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1bb93a55 elementor-widget elementor-widget-shortcode\" data-id=\"1bb93a55\" data-element_type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><script async data-uid=\"d832de0300\" src=\"https:\/\/we-the-sales-engineer.kit.com\/d832de0300\/index.js\" data-jetpack-boost=\"ignore\" data-no-defer=\"1\" nowprocket><\/script><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-80d5b14 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"80d5b14\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7c4d8466\" data-id=\"7c4d8466\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-668050c7 elementor-widget elementor-widget-html\" data-id=\"668050c7\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<script src=\"\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"><\/script>\r\n<script type=\"IN\/MemberProfile\" data-id=\"linkedin.com\/in\/ericwwatson\" data-format=\"inline\" data-related=\"false\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-122c2a52 elementor-widget elementor-widget-text-editor\" data-id=\"122c2a52\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-353c3b5d elementor-widget elementor-widget-html\" data-id=\"353c3b5d\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-39df145f elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"39df145f\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-72dc77fb\" data-id=\"72dc77fb\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>SE Manager is viewed as a first line manager, in charge of the care and feeding of SEs that report to them, it\u2019s a 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