Sales Simplified: A Guide to Creating Decision Trees

In today's fast-paced sales environment, equipping your team with the right tools is crucial for success. For organizations with lots of products, one such tool that can significantly enhance the effectiveness of your sales process is a decision tree. This isn't just any flowchart; it's a strategic guide designed to lead your sales team to the perfect product match for each customer. Let's dive into how you can create a decision tree tool that acts as a trusty sidekick for your sales superheroes.


Section 1: Understanding Your Arsenal and Your Allies

Before embarking on this journey, it's essential to have a deep understanding of two critical elements: your products and your customers. Collaborate with stakeholders to dissect the features and benefits of each item in your lineup. In parallelly, gather insights into your customers' urgent, expensive problems and their preferences by segment. The goal here is to align what you sell with what your customer needs.


Section 2: Crafting the Map - The Art of Asking

Every decision tree thrives on its questions. Start with a broad question or factor that significantly segments your customer base. This will be the root of your tree. From there, create branches based on the possible answers or outcomes of each question/factor. Continue branching out by adding more specific questions or factors at each level. Remember, these questions are the heart of your decision tree, guiding the user towards the most fitting product.


Section 3: Structuring Your Decision Tree - Simplicity Is Key

With your questions ready, it's time to map out the decision tree. Start broad and get specific, ensuring each branch logically leads to the next. Use a simple flowchart format that's easy to navigate. This step might require some brainstorming and iterations to perfect.


Section 4: Bringing Your Tool to Life

Now, decide how you want to build your tool. For an ultra-quick MVP setup, consider using tools like Excel or Google Sheets, combined with basic flowchart tools, to simulate the decision tree. This method is surprisingly effective for creating a functional prototype that can be shared and tested. For those seeking simplicity and a little more polished tool, numerous decision tree software platforms can do the trick. Many platforms offer customizable templates which you can quickly adapt to your needs. 


Section 5: Data - The Secret Ingredient

Optionally, you can embed a feature to collect data on frequent paths taken within the tool. This data goldmine can offer insights into customer preferences and trends, invaluable for future strategies.


Section 6: Test, Learn, Adapt

A tool untested is a tool untrusted. Run a pilot with a group of salespeople and a handful of customers. Use the feedback to fine-tune your tool, making it as effective and user-friendly as possible.


Section 7: Educate and Implement

A great tool unused benefits no one. Roll out a training program for your sales team, and ensure they're comfortable and confident in using the tool. Once trained, unleash the power of your decision tree across the sales floor.


Section 8: Evolve Continuously

Your decision tree isn't set in stone. Regularly gather feedback and update the tool to reflect changes in your products, market trends, and customer needs.


A decision tree tool in sales isn't just about streamlining processes; it's about enhancing understanding, efficiency, and ultimately, customer satisfaction. By following these steps, you can create a tool that supports your sales team and delights your customers with tailored solutions. 


Interested in taking your sales strategy to the next level? Reach out now to book a call with a Productization Coach who can help tailor your approach to productization and decision trees.