In the last post, we covered Step 1 Executive Alignment, we’ll continue clockwise to the next two steps in the Business Value Selling (BVS) Process, as seen in figure below.
Step 2: Current Sales Environment Analysis
In Step 1 the focus is about getting the big picture of the issues, and near-term future vision, from the executives. Step 2 takes the discussion to the front-line sales management to understand the challenges and success in sales opportunity execution. Topics such as:
– Understanding the sales metrics used today (this is the baseline to measure BVS against when BVS is fully implemented).
– What sales methodology is being used, how is the adoption, challenges to the adoption.
– Sales training and sales collaboration: how frequent, how pervasive, challenges/successes.
– Opportunity analysis: what are the typical characteristics of a deal won and a deal lost? What are the common themes? What effort has been made to propagate the win attributes and avoid the losing ones?
– How does sales handle value-based questions, or request for business proposals development today?
– Salesmanship maturity, what % of the salespeople fall into each category of the sales maturity model?
– Sales management estimate of the impact BVS would have on sales, wins, deal size, deal lifecycle, and time to close.
– If there is a presales technical person needed in deals: describe successes and challenges utilizing your presales team.
*A similar interview would be held with the front-line presale’s technical managers, their success and challenges when working opportunities.
Step 3: Executive Report
The report back the executive team summarizes the discovery sessions with Executives and with Sales Management, and Presales Technical Management (if present). The report lays out the state as is, success and challenges, estimated benefits by implementing BVS, a timeline for the BVS Workshops, Change Management sessions, executive review sessions, value realization analysis, and SOW for the BVS work. The Executive Report is a Go/No Go decision point for completing the remaining steps in the BVS Process.
Next Steps
The Franz Group welcomes a deeper discussion on your sales challenges. We can help you visualize how The Frantz Group and Business Value Selling will help you make 2023 the best year ever.
To organize an initial discussion of your unique situation, contact The Frantz Group, message me here in LinkedIn or via www.thefrantzgroup.com contact me form. I look forward to our discussion.
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