SE LEADERSHIP BLACKBELT and SE INDIVIDUAL BROWNBELT
Powering SaaSy Sales Management Sales Engineering
Powering the SaaSy Sales Management Sales Engineering practice, the SELI BlackBelt and BrownBelt Workshops are handcrafted intensive programs specifically for SE leaders and Individual Contributors. The very best practices as deployed by the fastest growing Silicon Valley companies are taught and reinforced by this program.
Latest schedules can be found at SaaSySales Management
"The SE Leadership Blackbelt Workshop provided a tremendous amount of applicable knowledge and value to complement the operations and management of my rapidly growing SE team. There has been a gap in the market on SE leadership specific training. The SE Leadership Blackbelt Workshop shows you what tools, metrics and frameworks are the best in the industry. Coupled with the peer networking, it was one of the most useful and dynamic pieces of training that I have ever attended as an SE leader. I highly recommend it for any SE Manager or Director that needs to build an SE team and is looking for industry best practices and improved networking."
— Owen McClave, Senior Manager of Solutions Engineering, Salesforce.com
THE SE VISION & CHARTER
The SE Leader is tasked with many direct, and influence-based roles. This section discusses these many roles in detail, universally applicable to any SE Leader. Emotional Intelligence practices to drive performance, leadership, and teamwork as supervisor, coach, leader, and executive are emphasized. High focus on peer exercises and workshops around tradeoff evaluations and roleplaying common yet difficult scenarios.
Your team’s clarity of vision and charter aligns your teams efforts, resources, and engagement to be its most effective and impactful. Whether building your first charter or evolving it as you and your company grows, direct discussions and workshops will help you to better frame the principles that guide the organization, and manage your team.
PARTNERING THROUGHOUT THE ORGANIZATION
SE SALES PROCESS, INSTRUMENTATION, TOOLS
Standardizing and driving the highest levels of professional execution is the hallmark of a world-class SE Team. This section covers measurement of SE’s throughout the sales cycle (assignment to attainment KPIs), core systems and tech stack usage, Resourcing and Time Management, and establishment of a disciplined technical sales process. Pro-Tip rapid round discussions around Discovery, Demo, Objection Handling, Value Engineering, and technical closure help create actionable insights to drive immediate productivity and innovation.
The SE org at its best has established win/win interfaces with almost all departments in a company. Learn and share strategies to better establish ideal partnerships and balance throughout the company, from within the SE team, to Sales, Sales Enablement, Product Marketing, Post Sales and Success, Engineering/Product, Operations, and the C-Suite.
RECRUITING & RETENTION
Learn and share the latest strategies to source, interview, evaluate, close, and retain top candidates.
MANAGING THE BUSINESS
Iterate or improve discipline and focus on your SE team with discussions on Sales Cadence, Coverage Strategies, and Technical Forecast Strategies. Also reviewed are the latest strategies around group and individual meeting management, individual deal reviews, sales reporting and QBRs.
BUILDING A HIGH PERFORMANCE CULTURE & TEAM
Your success as an SE Leader hinges on proper strategies to build and retain world class teams through culture, team diversity, career pathing, performance management, and recognition. These topics along with other team constructs like demo engineering, associate SEs, and managers-in-training programs, will help you create depth and diversity of experience and build a destination organization.
SE ORGANIZATIONS AND ROLES
Explore SE organization diversity, impacts and outcomes. Discern key characteristics of the SE role from other company roles; understand key principles and expectations. Understand the SE career path and progression, and different role diversity within them.
MAKING OF A WORLD-CLASS SE
Examine the three key pillars of the SE role, from Business and Technical Mastery, Salesmanship, and Customer Centricity. Drill down on specific core competencies and skills of outstanding SEs, including functional “working” capabilities and emotional Intelligence skills. Understand “dark spot” scenarios of the role, and most common approaches to thego-to-market motion.
SE SALES BEST PRACTICES
Examine and learn best practices and building blocks of the technical sales cycle, discovery, preparation, demo, objection handling, engagement with sales, metrics, reporting, CRM and tools. Understand expectations from SE Management, Sales, and throughout the company.
ACCELERATING IN YOUR SE ROLE
Learn to leverage strengths and address development areas so as to balance and accelerate impact and career outcomes. Review the most productive approaches to accelerate individual onboarding; understand and assess career fit, SE evaluation, gaps, and development areas.