Sales Engineering Management

Ok, here is a topic that is not covered very in the industry. There are very few books on the topic. But, let consider the Sales Engineer for a moment.

How does one manage an SE Team, when they are not sales guys, nor want to be?

What's the motivation to pick their heads out of the weeds long enough to be a business value to their selling team?

What metrics, now to you Sales Management folks, should be captured from the SE department that would be meaningful to you? Eval time to technical win? Techncial mak-up of the prospect? What else?

Thanks

Kevin -keving