Mastering Yourself and Helping Others

Take an honest look at the best sales engineers (SEs) in your company, and I don’t mean who is tied to the most successful account executives (AEs). There is value to knowing that but, in this case, we are not looking at revenue metrics at all. We are looking to understand who is seen by the SE managers and directors as the top of the triangle. It is a good question to ask your SE leadership, “Who are the best SEs on our broader team”? Then, take time to learn what makes them stand out and why they are seen as the highest performers. Most likely, this will be articulated well by those on your team who know and work with them personally, especially those who have been there for a while.

After doing some research and even speaking with these specific SEs directly, you will most likely discover that what sets them apart is that in addition to doing their regular day job very well, they also put in the extra effort with both...