One of the biggest obstacles standing in the way of sales organizations that execute complex, high-value deals is how to allocate precious sales support resources. Inevitably, strategic account managers have to choose which deals should be assigned the highest priority (and therefore the lion’s share of the support engineering staff’s time), usually with only the input of the sales force to go on.
We kept hearing from account managers that they believed these engineers themselves could offer valuable insights for deal prioritization, but that simply asking them which deals they had the most faith in had produced less-than-stellar results.
It was very clear that an existing Innovation Game, Buy A Feature, was precisely what these managers needed. By assigning each engineer a “budget” representing his or her hours for the upcoming quarter, and then playing a game in which they “bought” the deals they had the most faith in, managers would gain invaluable insights that would lead to bigger deals, completed more quickly.
That’s the subject of this whitepaper. You can download it below, and we look forward to any and all comments and suggestions.
And here is a video demonstration of these concepts. Have fun… selling!
Improve the Sales Support Allocation Process with Innovation Games from The Innovation Games® Company on Vimeo.
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