How do you set and achieve realistic and measurable value selling goals and objectives?

1 Define your value proposition

Your value proposition is the core message that explains how your solution can solve your prospects' problems, deliver benefits, and create value. It should be clear, concise, and compelling, and address the specific pain points and goals of your target audience. To define your value proposition, you need to conduct thorough research on your market, your competitors, and your ideal customers, and identify the unique value that you can offer. You can use a value proposition canvas or a similar tool to help you craft your value proposition.

2 Set SMART value selling goals

Once you have your value proposition, you need to set SMART value selling goals. SMART stands for Specific, Measurable, Achievable, Relevant, and Time-bound. These criteria help you create realistic and actionable goals that align with your value proposition and your sales strategy. For example, a SMART value selling goal could be: Increase the average deal size by 15% in the next quarter by demonstrating the value of our premium features to qualified prospects.

3 Track and measure your value selling metrics

To achieve your value selling goals, you need to track and measure your value selling metrics. These are the indicators that show how well you are delivering and communicating value to your prospects throughout the sales process. Some examples of value selling metrics are: value gap analysis, value realization, value scorecard, value quotient, and customer lifetime value. You can use a CRM system or a value selling software to help you collect, analyze, and report on your value selling metrics.

4 Align your sales team with your value selling objectives

Value selling is not a solo effort. It requires the collaboration and alignment of your entire sales team, from marketing to sales development to account executives to customer success. To align your sales team with your value selling objectives, you need to provide them with the right training, coaching, tools, and incentives. You need to ensure that they understand your value proposition, your value selling goals, and your value selling metrics, and that they can apply them consistently and effectively in their interactions with prospects and customers.

5 Review and improve your value selling performance

Value selling is not a one-time event. It is a continuous process of learning and improving. To review and improve your value selling performance, you need to conduct regular evaluations and feedback sessions with your sales team, your prospects, and your customers. You need to identify what is working well and what needs improvement, and implement the necessary changes and actions. You also need to celebrate your wins and recognize your achievements, and share your best practices and lessons learned with your sales team.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?