Evaluating Pre-Sales Team Performance Metrics

The chapter explores the complexities of assessing pre-sales team performance beyond simple ratios, emphasizing the impact of SE activities on sales, marketing, and customer success. It discusses the evolution of metrics as solution organizations grow, the quest for a comprehensive solution score, and the challenge of measuring intangible qualities like grit. The importance of data-driven decision-making, predictive scoring for sales reps, and leadership judgment in assessing pre-sales team value is highlighted.