In brief
- Identify the hidden costs of your pre-sales to boost profitability.
- Plan and allocate your resources to avoid budget overruns.
- Track each step with management tools for informed decisions.
- Train your teams for more effective and profitable pre-sales.
- Manage with precision thanks to Furious and maximize your chances of success.
Understanding the True Costs of Pre-sales
Committed Resources: From Strategy to Execution
In a pre-sale, the involved roles are varied: salespeople, creatives, strategists, freelancers… Whether it’s the time of your sales director or that of your marketing teams, every minute spent on a project without guaranteed return can represent a loss. By better visualizing these committed resources, you can optimize your processes to remain competitive while reducing unnecessary expenses.
Why Every Step of the Process Matters
Pre-sales is much more than a simple proposal sent to the client. It’s a true process that involves resources at every step: from the first contact to the presentation meeting, including last-minute adjustments. Each of these steps engages your team, impacts the workload and, ultimately, impacts your budget. Without a clear vision of the associated costs, it becomes difficult to know where your investment in time and resources.
How to Measure Hidden Costs
The Impact of Time Spent on Your Profitability
When it comes to pre-sales, time is literally money. Yet, this time is rarely accounted for. However, every minute invested in a pre-sale has a direct cost, whether it’s the salary of your sales team, external expert fees, or the budget dedicated to proposal preparation. Without precise tracking, you quickly risk exceeding the break-even point. Knowing the exact time spent on pre-sales is the first step to adjust your efforts and avoid unprofitable investments.
Implement tracking and management tools to precisely calculate costs
Today, there are tools to quantify these hidden costs. management solutions, like a powerful CRM, allow you to track and analyze in real time the cost of each pre-sale. This offers you precise visibility into the money and resources committed for each prospect. By having these data, you can make informed decisions to limit losses and redirect your efforts towards projects with higher potential.
Plan and Optimize Your Strategy
Plan Resources for Each Project
Each pre-sale should be considered a project in its own right, with dedicated planning. Before mobilizing your teams, ask yourself: how much time and resources are you willing to allocate to this prospect specifically? By anticipating needs, you avoid deviations and optimize your chances of success. Planning also means knowing how to adjust quickly in case of changes or unforeseen events, to maintain control over the total cost of the project.
The Benefits of Ongoing Training for Sales Teams
Another optimization lever is the development of skills for your teams. Trained and well-prepared employees are able to better structure their approaches, to target the right prospects and close more effectively. With regular training, you equip your salespeople and strategists to approach each pre-sale with the right approach, thus reducing wasted time and increasing your chances of signing contracts.
Reduce Risks Associated with Pre-sales
Identify Warning Signs to Limit Losses
Each pre-sale represents a calculated risk. But without clear indicators, it’s difficult to know when this risk becomes excessive. Implementing warning signs allows you to identify projects that consume too much time or resources compared to their success potential. By closely monitoring these indicators, you limit losses and can redirect your efforts towards more promising projects, thus increasing the profitability of your pre-sales strategy.
How Furious Helps You Better Manage Your Pre-sales
Designed by and for agency leaders, Furious stands out as a strategic tool to manage each pre-sale with precision. Thanks to dedicated dashboards, you track the workload invested in each project, which allows you to anticipate overinvestments and adjust your resources in real time.
And that’s not all: Furious sends you automatic alerts as soon as the time spent on a pre-sale exceeds the defined budget thresholds. No more unpleasant surprises: you know the exact cost of each pre-sale, but also that of a salesperson’s conversion.
In short, Furious offers you complete visibility and total control over your pre-sales investments. In competitive situations or daily management, you manage your projects with peace of mind, without financial overruns.
Want to see the impact of Furious on your pre-sales? Try it for free and see how this tool can transform your management and optimize your costs!
