Value Proposition Design, have you heard of it? Maybe someone in your company mentioned it being important? If so, did you act? Let us start by sharing some facts that might catch your interest: Based on studies by HBR and many other surveys, an average of 70% of all Sales Departments does not achieve their target. Only 5-11 % overachieve their objectives. Let that sink in for a minute.
In most journeys we work on we see that alignment based on clear definitions or processes is challenging and sometimes obscure. Different stakes, but also a lack of understanding on what really the definitions are, and how they impact the different functions.