Last week I wrote a guest article for executive recruiters J. Patrick & Associates. It's a simple method for Sales Engineers (in fact, for anyone) to get feedback about their performance and improve themselves. As I state in the article I have always been amazed how little time is spent on the debrief after a sales call. And usually what is covered are the sales essentials like next steps, follow-up.
So how is an SE supposed to get better? especially when you get feedback like 'great demo - John'. Well - what exactly was soooo great about it. Read the T3-B3-N3 summary methodology and find out how you can get better with just a few simple questions.
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