Scaling up your presales team? Here’s how to quickly onboard new sales engineers.
STEP 1: Define your presales SOPs and best practices.
Type them out.
Knowing them is not sufficient.
New hires cannot read your mind!
Do your SEs assist with Technical Discovery? Then what should they ask?
Do your SEs give Demos? Then how should they prep? Which demo assets should they use?
Do your SEs lead POCs/POVs? Which test cases highlight your competitive advantages?
Your answers will depend on specific attributes about a deal.
Different discovery questions for different customer types.
Different demo assets for different use cases.
Different POC/POV test cases for different products.
Documenting all of this forces you to be specific and to refine your process.
It’s all obvious until you have to write it down.
That is when you realize all of the steps, complexities, IF/THEN rules, caveats, exceptions, and so on.
STEP 2: Assemble your SOPs and best practices into Evaluation Plans (aka, templates, playbooks, action plans).
Multiple options here…
Sales Engineers follow a complete, e2e plan with everything they should do from their first touch point with a prospect all the way through the post-sales hand-off.
Sales Engineers assemble their evaluation plans as they go. They get tapped to support Discovery. Add in the Discovery template. Then they need to spin up a POV environment? Add in the POV Setup template and the templates for the relevant Test Cases. Up against KeyCompetitorX? Add in the KeyCompetitorX template with special test cases that work well against them. And so on.
STEP 3: Train your new hires on the Evaluation Plans.
Make your new Evaluation Plans available to your presales team.
Train them on when to use each Evaluation Plan.
Coach them on how to tailor the Evaluation Plans for each prospect.
Give them a way to track their progress through their Evaluation Plans.
Give them a way to share their Evaluation Plans with their prospects (in whole or in part).
STEP 4: Watch your new hires rack up the technical wins!
Your new hires instantly follow the same SOPs and best practices that your top sales engineers took years to master.
But they are doing it in days and weeks; not months and years.
Want to Learn More?
From documenting to assembling to tracking to sharing Evaluation Plans, Request a Demo to learn how Evaluation Plans improve your onboarding process, reduce new hire time-to-productivity, and empower your team to win.
A street near our office was a commuter route between downtown and the highway.
It was short and straight. People drove fast.
Over time the city council started worrying about the traffic.
They reviewed potential solutions and decided to add more traffic lights and stop signs.
A councilmember asked, “What about the drivers? How will this impact them?”
“They will deal with whatever we implement. They’ll be fine.” said another.
They approved the project budget as an ‘investment in a better future’.
Traffic piled up at the new traffic lights and stop signs.
Commute times went way up.
Drivers became frustrated.
They became motivated to find ways around the street.
They started taking side streets.
They started driving fast again.
The main street was rarely used now.
Lonely traffic light changing colors for no one.
The city council started worrying about traffic on the new routes.
And just like that... they were right back where they started.
Still NO results, but now with LESS money to spend on new solutions.
From street traffic to presales data?
Presales management want presales data about:
Presales data is GOLD!
Presales data is the KEY to:
To get the data… you need your presales teams to use their tooling.
Sadly, many presales solutions are street lights and stop signs: Well intentioned IMPEDIMENTS.
Your presales teams are SMART. Smart like the drivers in our story.
They will find ways around your presales tools if it gets in their way.
At that point you are getting PARTIAL data, at best.
Partial Data -> Garbage Data
Garbage In -> Garbage Out
As a presales leader, you will be like the city council… having wasted money on a solution that didn’t work.
Seeking new budget for new ways to solve the same problem.
Don’t be THAT presales leader.
Find a presales solution that was designed for the way your presales team actually works.
We built the first version of Homerun as a tool for ourselves to make our daily lives more organized as sales engineers. That means that from Day 1 Homerun has been a tool, and now an end-to-end presales platform, that was built for how presales team actually work. Exactly what they need, without getting in the way.
Request a demo to talk with a presales expert and see Homerun in action!
As a presales leader, here’s how to get marketing to find deals that are amazing ‘technical fits’.
STEP 1: Define your ‘technical fit’ Attributes.
Is it your prospect’s hosting environment?
Or, other aspects of their tech stack?
Is it the amount of data?
The number of users?
Or, some other aspects of size and scale?
Is it their maturity with a particular business process?
And so on.
STEP 2: Start capturing Attribute data.
Your presales team captures Attribute data throughout the technical evaluation.
Warning… your presales tooling must enable easy data capture without getting in the way.
When presales tooling gets in the way, presales teams find ways around it.
Then you are getting partial data (at best).
Garbage in, garbage out…
Don’t let that be you!
STEP 3: Analyze your Attribute data.
With data in hand, time to analyze!
Time to learn which Attributes are correlated to technical fit and which are not.
Time to learn which Attribute values define a GOOD technical fit vs. a BAD technical fit.
Example: Technical Win Rate is 34% higher when Hosting Provider=AWS, Database=Postgres, and Process Maturity=Advanced.
Example: Technical Loss Rate is 17% higher when Hosting Provider=On Premise, Database=SQL Server, and Process Maturity=Low.
This is gold!
Time to share with the rest of your organization.
STEP 4: Share your findings with your VP of Marketing.
Many teams will want your presales data, including sales, product, support, post-sales, and marketing.
Today, you decide to share it with your VP of Marketing.
Your VP of Marketing directs the marketing team and marketing spend towards leads that are GOOD technical fits.
Marketing effort and spend is shifted away from leads that are BAD technical fits.
Better leads flow into your TOFU.
Your presales team starts closing more deals, more quickly.
The C-level suite is VERY impressed.
Presales looks good.
Sales looks good.
Marketing looks good.
As an end-to-end presales platform, Homerun supports all 4 steps to capture and centralize presales data and provide insights to marketing about technical fit.
Learn how: Request a Demo
Thanks The Sales Engineer Guy for recognizing Homerun in your great guide for Presales Tools. We love your content focusing on sales engineering best practices, presales hiring and compensation, and so much more. Thank you for continuing to spread the word about the value of presales! Check out The Sales Engineer Guy: https://www.salesengineerguy.com/