• Clay Robinson

How to Measure Time as an SE

Updated: Apr 16, 2020

As a sales person, you’re expected to know what your close rate is, what your sales cycle looks like, and what an average deal looks like. Sounds simple enough, right? On the other hand, as a sales engineer, the metrics that drive your business and how you spend your time can be a bit more ambiguous than the readily available numbers on hand for a sales person. So the question of the day then becomes, how do you measure your time as an SE?

Granted, your time is filled with high-priority tasks that continually fill each moment of your day. In fact, your skills are in high demand, which is great for making sure you keep your job, but when the end of the day hits and you need to account for your time, where do you even start?

When it comes to SE measurement, how you quantify your time can get tricky. Have you ever wondered what you do specifically with your allotted work to make the sales process succeed? While a sales person can tick off their time without batting an eye, your time as an SE has quite a few more grey areas to think about.

For instance, examples here…

As a sales person, your success and focus is pretty clear around your transactions. How many deals you closed, the amount of money they were worth, and where you spent your time closing the deal are measurements that are relatively straightforward and easy to determine. However, those numbers as an SE are more ambiguous.

Functionally, it all comes down to these questions:

1) How did you spend your time?

2) Where did you spend your time?

3) What did you do with that time?

I know, those questions might seem repetitive, but trust me, you’re going to want to know the answer to all three separate questions. All of those aspects are critical when it comes to your time. You see, just because you are a valuable employee whose time is in high demand, it won’t do any good if your time starts slipping through your fingers without any idea of which tasks are truly driving your sales pipeline.

Dollars are easy to track because they are concrete, but taking a look at behind-the-scenes of a sale requires a different tactic. The reality of the matter is that you have to switch your mindset away from dollars and cents and look at the optimal use of your time — the hard-knock hours spent on your projects and tasks.

Think of yourself like a consultant or lawyer who charges billable hours. Without tracking those, your time gets lost in the shuffle of the day and you start getting overburdened and overworked. So how do you even start tracking down the best use of your time? Don’t worry, we’ve got your back. We can help you make that determination.

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