Why the SE ratio debate is a qualification problem, not a staffing problem
Ava asked her CRO for three more SEs and got one question back: prove the twelve you have are on the right deals. She rebuilt the ask as a capacity model — and found one AE eating 38% of her team's hours.
What Nate and Ava discuss
- The embarrassingly simple way to instrument presales consumption per AE
- Where a win-probability gate breaks down in long enterprise cycles
- Finding capacity without hiring: lighter first demos and AE-led first calls
The move
Instrument presales consumption per AE for one quarter — one CRM field, four effort buckets. Then open a standing quarterly capacity review with your sales leader with a reallocation proposal, not a complaint.
🚀 Join the PreSales Leadership Community: serockstars.com/community
🔗 Resources & Links: paths.to/presales
Your hosts
Nate Hargrove
The Seasoned Pragmatist
Ava Vasquez
The Modern Builder