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I've never met a sales person who could close a deal without help from some or all of: sales engineers, product management, sales management, engineering, suppo
by TWAndrews 14y ago
I've never met a sales person who could close a deal without help from some or all of: sales engineers, product management, sales management, engineering, support/services.
- tptacek 14y agoEvery tech person I know thinks this. I used to think it too. But good account managers do well regardless of who their SE is. SEs who get promoted to sales often flounder. Sales is a very different job than tech. As for needing marketing and engineering, so what? Good account managers are hard to find. They more or less have a license to print money. Also, their job performance correlates with their own avarice; what's rarer than a good account manager is a good account manager who's in it for love not money. All you accomplish by docking their pay is ensuring that you get the most adverse selection. The good ones will just print money somewhere else. This is just a small part of the reason why we've foregone salespeople in this company entirely. :)
- orangethirty 14y agoAgreed. Plus good account managers are too busy making money on their own. I know I am...
- TWAndrews 14y agoI don't disagree with any of that, but I've never met a rep who could go from lead to close on a deal of significant size without an SE. In contrast, I have seen very significant deals closed by executives without a direct rep on the account, but with appropriate technical support.