Sales Criteria

In order to help your customer succeed you will need to know and understand your customers’ goals, so you can define and measure what your customers expect to accomplish using your product or solution. Think of success as the absolute desired outcome your customer/user wants to accomplish. They will not be successful just by buying your product, they will need to understand how to use it and adapt the usability to their needs and personal preferences. For example, someone that wants to be a little bit more healthy by staying fit might visualize themselves as skinny with a certain percentage of body fat. A gym can provide the space and the tools for people to get fit, but the customer isn't successful until they achive their goal and their vision. Define that vision and their difinition of success.

What is your customer trying to avoid? What is stopping them from achieving their goal or job? What is it? When does it happen? Why does it happen? How does it happen? Your sales priorities and results should always focus on this pain.

Type of customer that will start using your product in the early stage. Sometimes they are the kind of people who will talk about your solution and help other people integrate. Develop a plan to help them act as your champion and give them the power to teach other clients and promote your company/solution.

Who is the person who buys your product? (sometimes this is not the person that is going to use it) Who makes the purchasing decision?

How would your customer evaluate your solution? What are the criteria?** What price would your customer pay if they don't do/buy your solution?** The decision process:** How and when would your customer/buyer buy your solution? Who would they talk to in order to make a decision? What does the timeline look like to get there? How hard is it to talk to someone or buy the product? How can they compare your solution with other solutions in the market?

Doing paperwork and filling in sign up forms is not fun! Define the process that a client needs to follow in order to get the product, all the forms, paperwork, and contracts they need to submit before accessing your solution.

Include the sales criteria and metrics.

Why would your customer consider your competition? Could include: Team Product Design or UX Product Support Price or Promotion Brand (Self-identity, Trustibility) etc

What metrics are you going to use to measure success? Time spend selling Lead response time Opportunity win rate (sales closed/opportunity=opportinity win rate) Sales pipeline (SPC) Customer acquisition cost (CAC) Customer Lifetime Value (CLV) Monthly New Lead /Sales Number of deals lost to competition ROI (Return on investment - ratio between the net profit and cost of investment)

You can include a link to your excel file or any other software.