Data Watch - Quantifying Value Propositions

DATA WATCH

According to a recent survey among the SAMA community, two-thirds positively indicate that they have a defined process for quantifying value propositions for their customers. However, only one-third indicate that they consistently go back to quantify the realized value. When customer relationships are tested through organizational change or other impacting factors, a documented proven success record is important to smooth that transition.

To what degree would you say your organization has a defined process for quantifying value propositions for your customers?

Post implementation, how often does your organization get customer agreement on quantified realized value?

Most companies start their SAM talent search from within their sales organization. However, it is important to remember that being a top-performing sales professional does not always translate to guaranteed success in a strategic account management role. Strong strategic thinkers who can effectively engage and create value with the customer can also come from other departments within the company. Keep that in mind next time you are seeking talent for the SAM role.

Of the SAMs hired in your company, from where were they promoted or transferred? (Check all that apply)

Source: SAMA Community Survey 2021