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?