Has the Technical Win become redundant in the modern world of Solution Selling? Ask any group of Sales Engineers to define their job, and the phrase “we’re responsible for winning the technical sale” will be heard. Many SE organizations measure and publish their Technical Win Rate for RFPs, Proof of Concepts and Trial/Evaluations. This month I’ll examine the Technical Win (TW) and determine if it is real, if you should care, and what the metric tells you.
The concept of the TW has always bothered me, as no-one actually gets paid for a TW. All that matters is the full business win which involves th etransfer of money from the customer to your company and eventually to you. The TW rate is usually at least 20-30 % points higher than the Business Win (BW) rate - so publishing the TW rate is equivalent to telling sales that they stink at their job. There is a use for the TW, but only if carefully measured and then judiciously applied in the field.
For more read the fullt Talking Point : The Technical Win : A Pointless Metric?
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