Sales Engineering, Unfiltered Chapter 3: The Windshield Test

The importance of personal attributes in the hiring process for sales engineers (SEs) is emphasized, highlighting that technical knowledge alone is insufficient for success in the role. Candidates must demonstrate qualities such as likability, curiosity, and the ability to handle pressure. The concept of the "windshield test" is introduced, which assesses whether a candidate would be enjoyable to travel with during long hours spent with colleagues and clients. The speaker reflects on their experience interviewing numerous candidates, noting that those who can engage in small talk and connect with others often stand out.

Candidates are advised to approach technical interviews with honesty, particularly when faced with questions they cannot answer. The speaker recounts a positive experience with a candidate who admitted to their knowledge gaps and demonstrated a willingness to learn, ultimately leading to their success in the role. In contrast, candidates who bluff or provide false information during interviews are likely to be rejected, as trustworthiness is crucial in client interactions.

The interview process is outlined, detailing the steps from initial recruiter calls to final negotiations. Candidates are encouraged to research the company thoroughly and engage with current employees to demonstrate initiative. The speaker stresses that the goal of the interview is not to appear perfect but to convey reliability and a willingness to collaborate under challenging circumstances. Key takeaways include the necessity of being personable, the value of coachability over a flawless resume, and the importance of owning one's knowledge gaps with confidence.

Before you can sell software, you have to sell yourself. After every Sales Engineer interview panel, the team asks one question: if we had to drive three hours together to a customer meeting, would the time fly by or would it feel like a root canal? Chapter 3 of Sales Engineering, Unfiltered covers how to pass the windshield test and the rest of the SE interview loop. In this chapter:

Why likability and coachability beat a perfect resume The technical screen as a Kobayashi Maru, and what interviewers watch for when you hit a question you don’t know Two candidates: one froze, regrouped and went on to win President’s Club year after year; the other made up terms about packet flow How to research a company like your commission depends on it The typical SE interview flow, from recruiter call to offer The answer that works when you’re stumped, and the catch that comes with it

Next week: Chapter 4, The Unseen Hours.

A free audiobook, one chapter a week, on Season 3 of The PEBCAK Podcast. 📘 Get the paperback, hardcover or Kindle edition: https://www.amazon.com/Sales-Engineering-Unfiltered-What-Someone/dp/B0HLWSJ448 ⭐ If it helps you, an Amazon review helps us more than you’d think. 🎙️ More from the PEBCAK Podcast: chrislouie.net