June 19, 2015 Comments Off on Bad Sales Engineer Behavior #2: Skepticism
As I continue my tour of seven of the worst sales engineering (SE) traits, let’s take a look at skepticism. Selling complex, high-value products and services is hard enough even when everyone on the team is upbeat and optimistic. Long hours, grueling travel, and the interpersonal challenges of coping with mercurial prospects all result in generous amounts of stress and significant sales professional turnover.
An already-difficult job is made much tougher when the sales team is burdened by friction between the sales representative and the SE. In particular, skepticism is one of the most toxic attitudes an SE can display, and it’s often one of the biggest sources of tension in the relationship.
I define skepticism as continual – and even adversarial – questioning of sales representatives by their SE colleagues, especially in the early stages of a sales cycle. SE skepticism can emerge even earlier, such as when marketing leads arrive, or on initial telesales qualification calls.
I once had an SE on my team who needed to be sold – every time – on why he should deign to deliver a demo. Unsurprisingly, this created extensive and unnecessary hostility between him and his sales partner. This SE lost sight of the basic reality that his customer was the sales representative, not the prospective client.
Don’t get me wrong: rational, unemotional evaluation of potential opportunities is essential when allocating scarce sales resources. But unless something looks really off, the SE’s job is to give 100% and be an encouraging participant as the deal moves through the funnel. If something appears troubling about the prospect or opportunity, it’s most productive for the SE to position it as a challenge that can be solved by positive, constructive teamwork.
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