Presales Metrics – What to Measure and Why?

 

Your workdays may be full of activity, but the metrics you choose can determine if your activities are effective, productive, and meaningful!

 

What’s in This Article for You?

• Presales leadership: Reevaluate your current measurements, objectives, goals, and vision.
• Front-line presales managers: Contemplate how your metrics could improve your team’s results and reduce friction.
• Presales practitioners: Join the discussion and contribute your perspective!

With the availability of presales-focused tools and products, presales managers and leadership can now track activities and establish metrics. But what should be tracked? What should be measured?

 

Here are seven metrics to pique your interest:

• Number of Wasted Demos (e.g., Harbor Tours): To understand qualification and discovery effectiveness, a terrific point of leverage
• Revenue per Demo: To measure demo effectiveness (and not just activity)
• Revenue per POC: To measure POC effectiveness
• Closed Business without POCs (and corresponding revenue for these opportunities): Enables exploration of why and how!
• Margin per POC: To understand how best to utilize presales resources
• No Decision rates: An area with enormous impact!
• Onboarding time: An opportunity to compress a process that consumes months!

Let’s start with some obvious targets: productivity and effectiveness. All organizations strive for these attributes, but are they the best measurements for your purposes?

 

You can find the balance of this new eBook here!