The Definitive Guide to PreSales KPIs

In the modern B2B buying experience, PreSales teams are critical. They are the preferred partners for buyers, and they own what is often the largest component of the sales cycle. In businesses that are more enterprise-oriented or more consumption or expansion-driven, their role is even more prominent as the focus shifts from signing an initial deal to growing the relationship after the initial deal is signed.

Yet the science of how to measure and manage PreSales teams is nascent. What gets attention is unfortunately often what is easiest to measure. Because PreSales teams do not "own" the deal and have not traditionally had dedicated solutions to manage their work, this problem has only recently gotten more of the attention that it deserves.

There is now growing recognition that PreSales performance is an important driver of overall revenue growth, and PreSales leaders more frequently express a desire to know more about what others are doing and finding useful.

This guide is for for PreSales leaders who are interested in how to better demonstrate PreSales value, measure and improve team performance, and have data-driven conversations with company leadership that inform highly strategic changes.

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