Bad Sales Engineer Behavior #3: Egotism

January 31, 2016 Comments Off on Bad Sales Engineer Behavior #3: Egotism

In the previous installment of this series of posts about detrimental sales engineer (SE) behaviors, I described how a skeptical attitude can damage the morale of the entire sales organization. Egotism is another debilitating trait that a not-insignificant number of SEs display.

For the purposes of this post, I define egotism as a general and palpable sense of superiority when dealing with one’s peers. It can be driven by numerous factors, such as better technical skills, stronger sales acumen, and recent wins. The fact that there’s a severe labor shortage for SEs doesn’t help, either. It’s always nice to take pride in one’s work – especially when it’s deserved – but it’s regrettable when it mutates into full-blown conceit.

Whatever the cause, this mentality often manifests as unwillingness to pitch in and help others out with their sales opportunities, and frequently entails withholding presentations, best practices, and other hard-won experiences. Compensation plans can also be a factor here, since many of them don’t specifically reward teamwork. This can lead to an “every man for himself” approach, which is obviously damaging to the overall business.

Fortunately, the smartest and most effective SEs go out of their way to help their colleagues, and these efforts commonly pay off in career advancement and other leadership opportunities.

You can learn more about the overall topic of sales engineering here.

 

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