Here’s a question that can tend to get overlooked.
For each salesperson, how many pre-sales helpers should there be?
You know the kind of person. Normally a techie. Often with a word like ‘engineer’ on their business card.
I’ve known places where it’s almost a 1:1 ratio. That takes some organising, but is a winning approach. Anywhere technology or major change is sold, pre-sales resource is a vital component.
Buyers trust them.
Recent chats I had in America with a salesteam pondered what the right proportion should be.
The consensus was that the USA rate was around 30%; roughly one pre-sales star for every salesperson.
At the very least, each ‘team’ or ‘unit’ needs one. You happy you have your own?