Winning sales engineer trait #3: Intellectual curiosity
April 1, 2012 § 2 Comments
In the first two installments of this series, I described how the best SEs have a competitive nature paired with solid technical skills. The next essential characteristic that I’d like to portray is the innate curiosity possessed by these top performers.
An SE who enjoys learning new concepts and technologies will be a joy to have on your team. An inquisitive SE won’t view the necessary training on your product, service, or marketplace as a chore to be avoided. Instead, they recognize that learning increases their job effectiveness as well as their marketability. This also means that good SEs take an interest in your industry by continually reading trade publications, blogs, applicable Web sites, and by attending conferences. It’s even better if they go the extra mile and establish themselves as domain experts by writing articles, speaking, or blogging.
Training can also play a big part in bringing a new SE up to speed and keeping them current. Sadly, far too many organizations are skimping on this indispensable prerequisite, and it always shows up in the sales cycle: nothing destroys an SE’s credibility faster than being exposed as out-of-date on vital knowledge.