Evaluate Your Product's Maturity
When we first launched Sellai, we assumed that the primary challenge faced by B2B companies was insufficient sales. We believed that simply increasing sales volume would inherently improve business performance.
However, we soon realized we had overlooked the crucial role of product maturity in the sales process.
Product maturity calculator 📱
To address this, we developed a Product Maturity Calculator featuring six key questions to help determine the needs of your sales operations.
Does your company have a documented Ideal Customer Profile (ICP)?
Understanding precisely who your product is for and why they need it can significantly reduce customer acquisition costs (CAC). Not to mention, it can justify higher pricing. Once you've validated your ideal customer, everything from referrals to quicker sales cycles improves, enhancing efficiency across the board.
Do you have a Customer Relationship Management (CRM) system?
Organizing customer data is foundational. It’s just as important as putting on shoes before leaving the house. Having even a simple customer data and acquisition process is step one for starting to sell effectively.
Has your company completed at least 100 deals?
Won or lost? It doesn’t matter. Having 100 deals go through your pipeline allows us to analyze your conversion rates, customer profiles, and effort per deal. This is the foundation for understanding your growth metrics.
And good news! 🤓 If you haven't reached this milestone yet, it's a significant first goal to strive for. Our Sales Experts can help you to reach that goal!
Is your product's market positioning clear and well-defined?
Clear market positioning differentiates your product from competitors and alternatives. You don’t really do positioning for yourself. You do it for your customers and sales team! They have the right to be able to compare your product to others so they can understand its value as the best choice!
You can’t be the best if you are not comparable. 😜
Does your product generate at least $1 million in Annual Recurring Revenue (ARR)?
Anyone who has grown a business from $100K to $1M gets why this question matters. It takes a lot of work to keep customers happy as you grow. It's quite the task! Reaching this level of revenue indicates a readiness for real potential growth and sales scaling.
Can you identify the typical timeframe for your customers' purchasing decisions?
Understanding the buying window can streamline sales cycles, enhance ROI from sales operations, and potentially support a commission-based sales structure. It becomes more and more difficult when the buying committee grows big and products are complicated. That’s why we also have the CRM. 🤷🏻
Try Product Maturity Calculator
Commission gig I would take any day 🤩
In summary, growth planning becomes straightforward for a company with all these figured out:
✅ Clear ICP
✅ Efficient internal processes in place
✅ Resources to back it up
✅ Sales tools are in place
✅ Solid sales math calculated
✅ Identifiable customer buying window
Most of our clients ask us if we do commission-only deals. If a company ticks all these boxes, I’d do it any day. 😉
