Can I read The Sales Engineer Manager's Handbook: Mastering Technical Sales on EtoBox?

The Sales Engineer Manager's Handbook: Mastering Technical Sales by John Care & Chris Daly is a reference work available to read on EtoBox.

What is The Sales Engineer Manager's Handbook: Mastering Technical Sales about?

John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone – from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It’s a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills – and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory “Managing Within The Law” session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers – each of whom performs the job differently than the newly minted manager used to do.

Who reads The Sales Engineer Manager's Handbook: Mastering Technical Sales?

Author

John Care & Chris Daly

Publisher

Harvard Business School Press

Published

2020

Language

EN

ISBN

9781422148167

Category

reference

Subjects

Management, Fiction, Reference

Rating

3.88 / 5 (3,949 ratings)

Updated

2026-03-14