TABLE OF CONTENTS Always behave like a duck keep calm and unruffled on the surface but paddle like the devil underneath.
Jacob Braude
Be able to develop a prioritization scheme with your sales representative.
Build strategies to deliver even when you are facing time constraints.
Learn how to manage your sales representative's expectations.
The life of an SE is one of managing fixed time and infinite demands. This chapter will supply you with a framework for qualifying and quantifying sales activities. Delivering on commitments is the hallmark of the professional salesperson. You can use this structure to help you prioritize tasks across opportunities, increasing the effectiveness of your efforts, lowering the stress of time management and improving your reputation as someone who "gets things done."
How do you begin your day? Some SEs begin their day by booting up their machines and either continuing work on the previous day's task or rummaging through their e-mail and looking for new directives from their sales reps or customers. This can lead to a carefree lifestyle, working only on the most critical issues at a given time, with occasional overloads resulting in long nights and weekends. If something else comes in, it is handled based on how loud the customer or sales rep yells. Long term, this ad hoc approach will result in an abusive and ineffective sales organization.
SEs frequently experience changing priorities, which will negatively affect their work. Customers will see half-finished responses to requests for proposals (RFPs)...
