以小见大售前顾问的企业培训绩效管理（The child is father of the man business training performance management Presales Consultant）.docVIP

以小见大售前顾问的企业培训绩效管理（The child is father of the man business training performance management Presales Consultant） Pre sales consultant is a very important and special position in IT enterprise. The important reason is that this position should be more deeply involved in the sales process, especially because he is directly doing a single, for the enterprise back. 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 referred to as the ldquo rdquo, is selling shells;; vivid). How do you assess this kind of personnel? Several common examination methods and analysis 1, quantitative assessment based on sales Some enterprises will participate in the project before the sale of consultants, the final successful signing of the contract amount as the main indicators of its assessment. This is very easy to understand, which helps guide pre-sales consultants to pay more attention to the quality of sales support work. But the question is whether a project can sign the bill, in addition to the pre-sale demonstration, a variety of other factors (such as business links, and even the product itself, etc.) are greatly beyond the scope of the control of pre-sales consultants. Cheers, saying, regardless of signing or losing bills, Im afraid the consultants can not control before. The main impact of pre Marketing Consultants is product demonstrations and their involvement with customer communications. 2, the so-called KPI assessment 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 sc