Created by Stefanos Karakasis.
<aside> 💡 ReadMe instructions - I have made this Charter template free for other Product Marketing teams to adjust.
Taking Q2 to measure Q1
| Audience | Sales team consisting of 34 members spread across Sales, Customer Success and Sales Development Reps. |
|---|---|
| Timeframe | Sent out on May 15th, closed for responses 3 weeks later. |
| Response count | 27 responses gathered across 5 local teams representing 10 markets. |
What do we want to learn?
| Training needs | What are our knowledge gaps when it comes to selling? |
|---|---|
| Assets | How are current assets being received and what’s missing/ to be improved? |
| Confidence | How confident are actually in pitching our solutions? |
| Objection handling | In what product areas are we receiving the most objections? |
| Competition | Which key competitors come up most of the time? And how do we navigate those conversations? |
What do we want to learn?
| Finding 1 | • Customer stories with concrete ROI numbers • Short product demo’s to showcase use cases during discovery calls | | --- | --- | | Finding 2 | • More training covering our ACME integrations • Pitching AI comes back as difficult | | Differentiators | • Bring different stakeholders in the mix during sales process (CTO, etc.) • Use case descriptions in more complex deals. | | Callouts | • Implementation and work estimates are slowing us down • Deals are getting more competitive in key markets with competitors running agressive paid aids. |
Insight
In which areas are we encountering the most questions that we are unsure of?
| 1 | > 50% of respondents said that they want more detailed information about our Quinyx integrations. |
|---|---|
| 2 | Our ‘Manage’ solution - deals with more competition and using core differentiators. |
| 3 | Selling ‘Optimize’ - selling AI as a game changer. |