Stop Begging For Headcount [69]

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