ABOUT THE  SALES ENGINEER MANAGER’S HANDBOOK

** NEW ** We now have an updated 2026 Version. There are additional chapters about The Technical Win, Leaders Leading Leaders, and the Colour Of Money. Plus, we’ve revised and cleaned up almost everything else!! **

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 help you follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers, all matched 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 referred to a few online HR resources and required to 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 does the job differently from the way the newly minted manager used to do it.

DOWNLOADABLE MATERIALS (more to come …)