Evaluating your SE

	A	B	C	D	E	F	G	H
1	Skill	Standard	Self Score	Notes	Manager Score	Manager Notes	Target for your level	Importance Level
2	Working with AEs
3	Qualifying Deals	5- Support AE in their qualification of customers with documents or questionnaires to help AEs qualify deals in or out 4- Work with AE before meetings to let them know what is needed for them. 3- Ask the AE questions about the business and the technical requirements. 2- Ask the AE a few technical questions 1- Jump on discovery calls blind		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
4	Discovery Calls	5- SEs and AEs can read each other’s mind. 4- Partner with Account Executive to extract the most amount of information from the customer 3- Waiting for AE’s invite to participate 2- Not participate unless when asked a question 1- Interrupting AE to ask technical questions against the flow of the call		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
5	Demos	5- AE and SE each know their role in the demo and execute it together perfectly. 4- AE supports SE when they need to. 3- AE takes notes for SEs while doing the presentation 2- SE gets AE to entertain while setting up or if error occurs 1- No collaboration. AE works on their own thing while SE is demoing		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
6	POC Management	5- AE and SE work together to get the POC plan approved and complete the POC 4- SE updates AE on the POC progress periodically 3- SE updates AE when asked 2- SE does not provide enough information to AE about the POC progress 1- SE does not inform AE about the POC progress until things go wrong.		Why that score: https://docs.google.com/spreadsheets/d/13klyIM0vuwkgIf54e8IQHh-3ybp-mykWyCAmun4hQM0/edit?usp=sharing		Why that score: How can you get from your current score to the one score higher?
7	Proposals/Negotiation	5- SE provided all the information needed to AE to help defend the proposal and negotiate better price 4- SE helps AE understand the Bill of Materials 3- SE provides the Bill of Material and reasons to the provided products 2- SE provides the Bill of Materials to AE 1- SE does not work on the proposals		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
8	Communication	5- SE and AE are always on the same page with regards to strategy and next steps 4- SE is able to help AE make decisions based on technical factors 3- AE needs to follow up with SE to capture information 2- SE and AE communicate occasionally but still have a hard time being on the same page 1- never communicate		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
9	Discovery
10	Discovery Prep	5- Have stories prepared, vision building questions, hypothesis to customer problems, anticipating objections, know who’s in the room 4- Understands who they are meeting and the history of discussions 3- Have a short discussion with AE to prepare 2- Look at SFDC notes 1- Prep is for rookies		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
11	Meeting	5- Understand the customer’s business problem, and the customer knows it. Understand what we need to demo Earned the right to the next meeting. 4- Understand the customer’s technical problem, understand what we need to demo. 3- Asked the technical questions 2- Answered the customer’s questions 1- Showed solidarity with my AE.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
12	Post meeting follow up	5- Sent follow up email that helps our contact sell internally. 4- Sent Meeting Notes that answer the customer’s questions 3- Work with AE to send meeting notes 2- Send meeting notes with minimal information 1- Depends on AE to send meeting notes.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
13	Customer Demo
14	Demo prep	5- Builds the demo based on the business problem, audience and practices it fully. 4- Builds the demo addressing most of the business problems and audience, then practices fully 3- Builds the demo addressing most of the business problems and audience, but needs more practice 2- Builds a demo and practices it 1- I already know everything, I’ll wing it.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
15	Solved business problem	5- Demo help the different personas understand how the solution solves their business problems and makes their lives better 4- Demos address the business problems for some personas 3- Demos focusing on solving technical problems 2- Demos focusing on feature function 1- Demos addressing the wrong audience or problems		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
16	Addressed technical audience	5- Technical team understands how the solution can be implement it and agree that they can implement it 4- Technical team understand the pre-requisites and have broad idea how to implement 3- Technical team needs to go back and research how they can implements the solution 2- Technical team does not understand their requirements/prerequisites and need further research 1- Technical team does not think they can implement the solution		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
17	Flow	5- Flow includes discussion points and remained tight throughout 4- Flow is coherent, engaging and adaptable 3- The script has been practiced and it shows. 2- You have a script that you are following 1- Flow is choppy		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
18	Performance	5- All attendees were engaged, laughing, and having useful discussions. 4- Most attendees were paying attention and discussions were happening. 3- Attendees showing some interest but the questions are limited 2- Attendees showed interest but there were not meaningful questions 1- Attendees were not interested and were working on other projects.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
19	Meeting Conclusion	5- All parties agree to follow up items and next steps are scheduled. 4- One of the above is vague 3- Next steps and follow up items are vague 2- Follow up items agreed on but no next steps confirmed. 1- Everyone goes their separate ways.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
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21	Proof of Value (POV)
22	Creating POV plans	5- Create POC a complete POV Plan 4-Creates a partial POV plan 3- POV plan allows scope creep 2- Has a vague idea of what the POV will be 1- Wing it		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
23	Project Management	5- POV goes 100% according to plan leading to sales 4- POV runs into some issues but SE is able to resolve leading to sales 3- POV consistently goes over schedule affecting sales 2- Meet customer occasionally to answer questions 1- Share licenses/product with customer and they do their thing.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
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25	Proposal/Negotiation
26	Building accurate bills of material	5- BOM is always accurate and exactly what the customer needs 4- BOM needs to be changed on occasion 3- BOM is mostly accurate, but needs to be corrected by others. 2- BOM constantly needs reviews 1- Asks someone else to build to BOM		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
27	Value creation through sales process	5- SE helps customer understand the value of the product, the ROI, and helps the AE not negotiate on price. 4- SE helps the customer have an idea of how their customers would help. 3- SE helps the customer understand that you can solve the problem 2- Customer understand what the solution will do 1- Customer understands the features of the product.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
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29	Technical know how
30	Product Knowledge	5- Can discuss any topic with different persona without the use of aids such as slides 4- Knowledge of a big subset of the product(s) and features and their values 3- Require the use of aids to support in conversation 2- Needs time to prepare for technical discussions 1- Require specialists to do join the meetings and run discussions		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
31	Industry Knowledge	5- Can share insight on best practice and gaps with customers. 4- Understands what customers need in their industry 3- understands basics of the industry 2- Still learning the industry 1- new to the industry		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
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33	Customer Relations
34	Connecting with customers	5- SE builds solid relationships quickly with customers enabling him to gain insight into the problems and helping the customer solve their problems. 4- Needs more touches to connect with Customers 3- SE have a friendly relationship with customers. 2- SEs had a transactional relationship with customers 1- SE does not try to build any relationships with customers		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
35	Timeliness	5- SE responds to customers in a timely fashion in a complete manner, and if they need time, they will inform the customer 4- SE responds within a couple of days 3- SE responds within a couple of days with incomplete information 2- SE responds very late to the customer 1-SE needs reminders to respond to customers		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
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37	Leadership
38	Process improvements	5- Identify holes in the process, improve them and get buy in. 4- Identify holes in the process, works on improving them 3- identifies holes in the process and highlights them to management 2- identifies holes in the process and improves it for themselves 1- Not worried about process		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
39	Mentoring	5- Proactive in mentoring, coaching and improving the mentee’s performance 4- Provides guidance on the technology and the soft skills for solution engineers 3- Support SE occasionally with dry runs and such. 2- Touches base periodically with the mentee to check in. 1- answers technical questions when asked.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
40	knowledge sharing	5- Writes down findings and shares it with the team. 4- Share findings with everyone who would listen. 3- Tells people the SE is close with 2- Shares info when asked 1- Keeps everything to themselves.		Why that score: How can you get from your current score to the one score higher?		Why that score: How can you get from your current score to the one score higher?
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