What is it?
The Most Important Criteria dashlet within TruVoice enables users to identify and prioritize key criteria based on their significance as indicated by buyers' feedback. By applying filters, users can configure their Dashboard to display the top criteria that are most influential to buyers' decisions within specific scenarios, such as a particular product, competitor, or deal size range.
Glossary
- Dashlet: A customizable, self-contained data visualization on the TruVoice Dashboard that surfaces relevant, specific information at a glance.
- Filters: Parameters applied to the dashlet to refine the criteria that appear.
- Importance Percentage: A weighted percentage that relates the frequency and significance of each criterion in purchase decisions and customer experience.
- Competitive Performance Gap: How your average performance ratings compare to the competitor's average, calculated simply as the difference between the two averages. Not applicable to Customer Experience feedback.
Key Benefit
The primary advantage of the Most Important Criteria dashlet is its ability to distill complex data into actionable insights. By focusing on the criteria deemed most important by buyers, users can prioritize their efforts and make informed decisions to improve product performance, sales strategies, and marketing messaging.
Navigation
The Most Important Criteria dashlet can be found on the Role-based Dashboard homepage, if prescribed a role that has it by default, or it can be added manually.
To add this dashlet to your dashboard, click on the Add Dashlet button shown here.
Then select "Most Important Criteria"
As with all dashlets, the Most Important Criteria dashlet can be renames, resized and subjected to filters. The only unique setting here is the option to configure how many criteria to display.
Once you have have your settings selected, click "Add to Dashboard" and the dashlet will be added to your dashboard.
You can apply relevant filters to specify the scope of analysis, such as time range in the top right. When adding or editing the dashlet, a more complex filter can be applied to refine the data displayed in the dashlet, such as focusing on a specific product or competitor, deal size range, or outcome type.
While reviewing the dashlet, the displayed criteria are ranked by importance percentage, based on buyers' feedback. Also included is the average performance score for each criterion (within the applied filters), along with the Competitive Performance Gap, and the frequency of which each criterion is associated with an insight created to identify feedback that was determined as having had a major impact on the decision.
Leveraging this information, you can easily identify which elements are most important to your buyers and customers wherein you may have opportunities for improvement, or areas where you excel and may have opportunities for increased success.
Example Use Cases
- Sales Rep Perspective: Sales representatives can utilize Most Important Criteria to understand the key factors influencing buyers' decisions in their deals. By reviewing criteria importance and competitive performance, reps can tailor their sales strategies to address buyer preferences effectively.
- Competitive Intelligence Analysis: Users responsible for competitive intelligence can leverage the feature to compare criteria importance across different competitors. Analyzing performance gaps can reveal areas where competitors excel, providing valuable insights for strategic planning.
- Product Management and Marketing: Product managers and marketers can use the feature to identify critical product attributes and messaging priorities. By filtering criteria based on product capabilities and industry, they can align product development and marketing efforts with buyer preferences.
- Sales Leadership and Enablement: Sales leaders and enablement teams can monitor their team's performance against key criteria and track improvements over time. This information can guide coaching initiatives and training programs to address skill gaps and enhance overall sales effectiveness.
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