SEskills: Project Managing the Solution Sale
Prior to any SE training, it is critically important to first gain sales and pre-sales management support and commitment of resources, and then generate an implementation plan for an SE Skills Improvement Program. An Executive Workshop is an ideal forum to do so.
In our experience, the foundations for SE skills improvement can be provided in a two or three day training event. As an example, a two day instructor-led course can apply engineering principles to a proven Solution Sales Process. These best practices then promote faster, repeatable, and predictable solution closures.
Well designed SE-specific training should enable SEs to:
- Project manage and own "Solution Closure"
- Apply over a dozen engineering principles to a Solution Sales Process
- Improve the quality of deals to improve the win rate
- Help solution stakeholders decide faster
- Grow deals by identifying more pain and establishing compelling value
- Align solution strategy with the sales rep's sales strategy
- Create a "least-cost" project plan to achieve fast Solution Closure
As a result, SEs will waste less time, persuade solution stakeholders faster, grow deals, win more often, and strategically drive more revenue.
Training can always be augmented by tactical skills classes such as:
- SEpres, Technical Presentation Skills for SEs
- SEdemo, Technical Demonstration Skills for SEs
- SEcompete, Competitive Analysis for SEs
Contact Us for suggested detailed outlines.
Application of Skills to Real Deals in Class
An important learning level in instructional design is to immediately apply new skills to a real world situation.
In this training, SEs can enter the results of sales intelligence exercises into a knowledgebase, such as SEbase. A knowledgebase would enable SEs to collaborate and share sales intelligence such as quantified value-oriented messages, objection handling, competitive knock-offs, effective tactics, etc.
In the training, SEs should apply skills learned to one of their own problematic deals through-out the course. The SE should use a tool to structure data capture, analysis, and solution opportunity project planning, such as SEplanit, the salesengineering.com Technical Opportunity Planner (TOP). As a valuable deliverable, SEs should walk out of class with an actionable plan to achieve Solution Closure. |
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Making SEskills Measurable and Operational
Post-training, it is important to ensure that the principles of "Project Managing the Solution Sale" are put into practice. A follow-up program should implement new policies, procedures, measurement, and coaching to ensure correct and measured use of new skills and behaviors.