Tuesday, November 12, 2019

Is Your Company Investing in You?

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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