Summary

This chapter focused on some of the activities that mostly go unnoticed. Oftentimes, we don’t know that an SA has to contribute to and invest in these activities as well. In this chapter, we saw that the SA has to work on presales activities to help in getting new business. They also have to invest their time in going and presenting their solutions in Orals, which is one of the most important parts of the presales activities. The SA’s contribution does not end there; they also have to build a talent pool by recruiting the best candidates in the market.

Finding the right candidate and putting them through the selection process is time-consuming and needs a lot of patience. This step is the key to building a healthy team with few conflicts and little friction.

We also saw how the SA becomes a coach and mentor for their team so they can learn and grow. Building growth plans and training schedules are a great way to coach and mentor. Having an open conversation...