Presales folks know that
their performance is absolutely critical to their organization’s success.
When demos or POC’s go
poorly, sales processes stop cold. Presales’ communications with
customers often determine whether a sale, renewal or expansion goes forward –
or ends as a loss to competition or “No Decision”.
I’m constantly (and sadly)
fascinated by organizations’ willingness to invest in sales – sales methodology
training, sales automation systems, sales playbook training, and on and on –
and often these same organizations “run out of budget” when it comes to skills
development for the presales team.
Some questions, accordingly:
- Has
this happened to you? What was the impact? (And how did you feel?)
- If you were
successful in securing skills training for your presales team, what did
you do to justify the investment internally?
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