The Sales Engineer Manager's Handbook is available from Amazon




John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone – from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This book is a fascinating blend of tactical and strategic advice based on 30+ years of experience and a dozen years of running SE-specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers, all matched up with Rule #0, Manage Yourself.

It’s a familiar and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills – and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory “Managing Within The Law” session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers – each of whom performs the job differently than the newly minted manager used to do.


Book Availability

Global Links To The Paperback and eBook

Trusted Advisor Manager Thought Sheet

Worksheet for Trusted Advisor Manager

Personal Brand Creation

Three sample PPT slides from John, Chris and Kim (student) to get you started

"Book Club Questions"

Some sample questions, generated by our readers, if you are doing a self-study course or a group book club

SE Functional Competencies

A detailed listing of SE Functional Competencies (referenced in RADAR)

Five Manager Basics

Five Manager Basics On A Micro Sheet

The SE Leaders Curriculum

Detailed description of our SE Leadership Workshops