Pre-sales (telecalling) teams make the first contact, capture the requirement and book site visits; sales managers or relationship managers take over for visits and closing.
Example
A day in a Pune pre-sales team
A pre-sales executive at a Pune developer gets 60 new portal and ad leads in a morning. She calls each, confirms the requirement and budget, answers basic project questions, books eight site visits for Saturday and hands each booked visit to a sales manager. Leads that are not ready yet get a follow-up date instead of being closed.
Figures are illustrative, not market rates.
Questions about Pre-sales
What is the difference between pre-sales and sales?
Pre-sales makes first contact, qualifies the lead and books the site visit, mostly by phone. Sales (closing managers) host the visit, negotiate and close the booking. Splitting the roles lets callers handle volume and closers focus on serious buyers.
How is a pre-sales team measured?
Typical measures are speed to first call, connect rate, qualified leads, site visits booked, visits that actually happen and the share of visits that turn into bookings. Counting calls alone rewards dialling, not qualifying.
Do brokers need a pre-sales team?
Smaller brokerages often combine the roles, with the same agent qualifying and closing. Once lead volume from portals and ads grows beyond what agents can call quickly, a dedicated caller or small pre-sales desk usually improves speed to lead and visit numbers.
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