Constant team or varied partners?  What works best in sales engineering?

I’ve worked in both situations.  Sometimes as an SE I worked exclusively, or close to exclusively with one salesperson (AE).  I’ve also worked with different AEs depending on industry or geography.  I’ve liked both. 

I struggled with the 1:1 only because I just didn’t connect with the AE’s style.  But even then, over time we learned to work well and efficiently together. 

I was an SE in the software industry.  I watched my husband work in a 1:1 team arrangement in the medical diagnostic equipment industry.  He was the AE.  He worked with one SE.  They were a strong team who were friendly as well as efficient.  For them, it seemed to work perfectly.

I didn’t like working with different AEs all the time.  Didn’t hate it but it was hard to establish an efficient cadence.

So what are the pros and cons?

1:11:Several
Efficiency
You get to know each other and develop shortcuts
+
More deals to work
Especially important in areas like Canada with less ability to segment market due to population
+
Creativity
Working with different people should naturally bring new & approaches that could be lost in getting used to doing things the same way.
+
Need for rapport
Always important. But with 1:1 more critical.
±±

What do you think? tell us in comments below.

Special Thanks to Aileen McNabb for writing this article, for more information related to this article you can visit her website: https://mustangppd.com/

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