The ripple effect of poor Qualification and Discovery can be avoided when Presales, Sales, and Management align and execute together better. Presales & Sales alignment supports common goals. Management and Enablement need to properly train, equip, and support SEs to leverage their potential and elevate recognition and influence. There is plenty that is in our circle of control. Please use the report as motivation and these guidelines to boost efficiency, ARR, TCV, and avoid burnout.
Art presented actionable insights on the following topics from the 2023 Consensus SE survey at DEMOFESTX NYC, November 9, 2023:
* Length in role
– 50% of SEs have been in the role for more than 5 years
– One-half to three-quarters of SEs have a quota
* Quota and performance measurements
– Closed Revenue/ARR is KPI for SEs 77% of the time
– Feedback from sales is the 2nd highest KPI for SEs
– Technical Win is one of the smallest KPI components
– Too much time being spent on ineffective Intro Demos
* Where is time spent
– 30% of presales demos are unqualified!
– Unqualified demos waste precious resources
– Work hours per demo is up 20% or 30 minutes versus ‘22
– 68% of Leaders and 63% of SEs say presales has less influence and recognition
* Presales influence and recognition
– SEs overburdened with unqualified demos report lower influence and recognition
– Nearly 22% of ICs and 31% of Leaders report feeling at least some symptoms of burnout!
* SE Burnout
– 3 of the 4 main contributors in the second category of burnout are related to how well the SE/Sales team functions
