2023 Sales Engineering Compensation & Workload Report

2023 Sales Engineering Compensation & Workload Report
Download Actionable Insights on the Current State of Presales

The 2023 Sales Engineering Compensation & Workload report is here! Each year, we gather, analyze, and produce the only comprehensive Sales Engineering (SE) report in the industry. Over 1000 Presales professionals, including both leaders and individual contributors, share their insights to help inform decisions and guide strategies for the SE community.

Use the benchmarks and observations in this report to upgrade your Presales function to become a disruptive differentiator enabling today’s buyers.

Benchmarks and insights include:

  • Quota targets
  • On Target Earnings (OTE) across geos
  • AE:SE ratios
  • Customer organization sizes
  • Key activity breakdowns
  • SE assignment models
  • Number of solutions supported
  • Demo lag times
  • Demos per deal
  • Unqualified vs qualified demos
  • Work-hours per demo
  • Presales KPIs
  • Correlations & predictors
  • New insights on key drivers of burnout and benefits of demo automation

“PreSales/Sales Engineering is a rapidly evolving role, craft and profession. What we haven’t had before is a way to benchmark ourselves; we need to know where we are now to know where we’re going. The Consensus SE Compensation and Workload Report is in its fourth annual edition and provides that badly needed benchmark as well as revealing the wide variety of role definitions, tasks, maturity and challenges our profession faces. It also, in a way, provides hugely surprising insights for everyone who is a student of the PreSales profession.”

-Don Carmichael Presales Leader, Podcaster, and CEO & Chief PreSales Evangelist at Don Carmichael Ltd

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Busting 5 Presales Compensation Myths
2023 Sales Engineering Compensation & Workload Report

RESEARCH

2023 Sales Engineering Compensation & Workload Report
2023 Sales Engineering Compensation & Workload Report

RESEARCH

2023 Sales Engineering Compensation & Workload Report
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Best Practices for Digital Meetings
Key Activity Gap Analysis Consensus

Guide

FREE Key Activity Gap Analysis Worksheet
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Infographic: Unlocking Presales
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7 Immutable Strategies for Scaling Presales
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The 5-Step Guide
to Buyer Enablement
2022 SE REPORT | Sales Engineering, good examples of customer engagement, user engagement strategy, technical pre sales, customer engagement management, pre sales consultant, user engagement, Demo Fest | goconsensus

RESEARCH

2022 Sales Engineering Compensation & Workload Report
Aragon is predicting the shift to an automated and intelligent approach that we call demo automation

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Ebook image replacement | demos, pre sales manager, automation demo site, demo, engage customer service, digital customer engagement, customer engagement, easy demo, channel engagement | goconsensus

EBOOK

The Definitive Guide to the 6 Demo Types
Buyer Enablement Training for Presales and Sales Teams

Buyer enablement

Buyer Enablement Training for Presales and Sales Teams
Buyer Enablement Training for Presales and Sales Teams

Buyer enablement

Social Proof by Role, Segment, Use Case and Industry
Social Proof by Role Segment Use Case and Industry | good examples of customer engagement, user engagement strategy, technical pre sales, customer engagement management, pre sales consultant, user engagement, Demo Fest | goconsensus

APPENDIX

Social Proof by Stakeholder Role, Segment, Use Case
Risks to Consider and Mitigation Strategies | pre sales, demos, customers engagement, b2b buyers, digital demo, customer outreach, buyer enablement, demo automation, customer outreach, buyer enablement | goconsensus

APPENDIX

Risks to Consider and Mitigation Strategies
presales collective, customer engagement marketing, demos, demo, demos near me, customer engagement examples, presale, automation demo site, Demo Fest, user engagement | goconsensus

APPENDIX

Questions / Objections by Role
Information Needed at Buying Stages | b2b buyer, engagement marketing examples, demos, customer engagement, demo, consumer brand engagement, client engagement strategy, pre sales manager, automation demo site | goconsensus

APPENDIX

Needed Info at Buying Stages
b2b buyer, engagement marketing examples, demos, customer engagement, demo, consumer brand engagement, client engagement strategy, pre sales manager, automation demo site | goconsensus

APPENDIX

Implementation Guide
demos, user engagement, client engagement, consumer engagement, pre sales consultant, pre sales meaning, customer engagement strategy, automation demo site | goconsensus

APPENDIX

Buying Group Map
5 Burning Presales Problems

WHITEPAPER

5 Burning Presales Problems Sales Leaders Observe
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RESEARCH

2021 Sales Engineering Compensation & Workload Report
6 Types of Demos and Selling Between Meetings Thumbnail

INFOGRAPHIC

6 Types of Demos and Selling in Between Meetings
Consensus Infographic | The cost of Doing Demos

INFOGRAPHIC

The Cost of Doing Demos