售前顾问的管理（Management of pre-sales Consultant）.doc

售前顾问的管理（Management of pre-sales Consultant） The child is father of the man: performance management consultant. Consultant IT enterprise is very important and special position. It is important because this post should deeply involved in the sales process, especially because he was single, for the enterprise payment directly. This position is mainly to provide support for the sales staff, on the one hand to support specific sales activities (such as product demonstrations, customer communication etc.), on the other hand to provide all kinds of sales tools (such as in the proposal, tender making presentations, and typical cases, some enterprises will be called selling shells, really vivid). The staff how to check? The assessment and analysis of several common methods 1, based on the quantitative assessment of sales Some enterprises will participate in pre-sales consultant signing the ultimate success of the project in the amount of the contract as the main index of the assessment. It is very easy to understand, it is helpful to guide the consultant pay more attention to the quality of sales support work. But the question is whether a project in addition to signing presales presentation, other factors (such as the business process, and the product itself) are far beyond the control range of pre-sales consultants. Cheering words, regardless of the signing, or lost, I am afraid that is not able to control the sales consultant. Sales consultant can influence customer communication link is mainly product demonstration and participation. 2, the so-called KPI examination Some enterprises in accordance with the design consultant KPI assessment indicators, such as workload indicators, including pre-sales presentations, solutions and case analysis work; work quality mainly includes participation in the project success rate, excellent rate, excellent case scheme; work attitude including teamwork, and comply with the company discipline and other indicators. In fact, these indicato