What if Product Team Had QUOTA?

Why doesn't Product have quota? Conversion rates? What I mean is, Product could benefit from...

🟥🟥🟥 SALES DISCIPLINES 🟥🟥🟥

Sales people live & die by their quota.

Client meetings converted

into commercial outcomes.

They don’t get the luxury of

working in a vacuum.

Every month, quarter, and year,

they have to prove numerically

the value they're delivering

to the business.

Crystal clear commercial accountability.

→ Activity goals

→ Conversion Rates

→ Quota Achievement

We can have incredibly smart sales people

but if they don't sell, then...

🟨🟨🟨 QUOTA, CONVERSION, NPS 🟨🟨🟨

What if your #Product team had...

🔸 QUOTA 1: Prospect Calls / month

→ To hear firsthand what decision-makers,

→ champions, and end-users actually care about

🔸 QUOTA 2: Existing Customer Meetings / Month

→ To see firsthand how customers truly experience

→ the product, from onboarding through renewals

🔸 QUOTA 3: Competitive Intel Meetings / Month

→ A number of hours spent in win/loss debriefs

→ and other interviews to understand differentiation

🔸 CONVERSION RATE 1:

→ Convert 100% of those calls/meetings into

→ tangible learnings specific to each of these:

• What the Budget Owner actually cares about

• What your Champions actually care about

• What End Users actually care about

• What Pains remain unsolved by your product

• The Criteria they choose to Decide to buy or renew

• How they prefer to see Measurable impact (ROI)

• How you're viewed vis-a-vis the Competition

• Pricing considerations

🔸 CONVERSION RATE 2:

→ Convert 100% of product roadmap features

to a mapping of the following:

• Criteria by which prospects Decide to buy

• Criteria by which clients Decide to renew

• A specific stakeholder (budget owner, end user, etc)

• The Pain point being solved for that stakeholder

• Specific point of neutralizing Competitive threats

• Measurable value for the client

• Implications for revenue

🔸 eNPS Score

A score of 8 or higher

when #Sales and #AccountManagement

are asked the following questions...

1. How likely will the current product roadmap

help increase new #sales, #renewal, #expansions.

2. How happy are you with the

the current Product Roadmap?

⬜⬜⬜ PUSHBACK ⬜⬜⬜

There should be no pushback from #Product here.

This ensures that Product teams

→ Are building for prospect & client needs

→ Are accounting for commercial dynamics

→ Are more accountable (which all should welcome)

🟩🟩🟩 ACTION 🟩🟩🟩

If you're a #CEO who wants

more commercial impact

and more accountability org-wide

▶️ REACH OUT ◀️

And we can discuss how an

iOP (independent Operating Partner) can help.