Build a value calculator for sales conversations
Give sales staff a small interactive tool for discussing how a prospect’s current workload could change with the proposed product.
How this works
Give sales staff a small interactive tool for discussing how a prospect’s current workload could change with the proposed product.
Expose the value model rather than presenting a persuasive single number. Separate measured workload, buyer-provided assumptions and speculative improvement rates, and let the salesperson show how the estimate changes when assumptions change.
Before you start
Defined operating scope
Sales staff explain product value using transparent workload and pricing assumptions.
Required source material
Obtain Current workload; Time and cost assumptions; Product capabilities. If connectors are unavailable, use authorized files with the same fields.
Decision and exception rules
A required input is unknown. Show an incomplete estimate or a labeled range rather than substituting zero.
Prepare the inputs
- workload
- Required
Count and period
Specify tasks per week or month consistently.
- handling_time
- Required
Minutes per task
Separate current effort from proposed assisted effort.
- cost_assumptions
- Required
Hourly rate and currency
Mark assumptions and avoid mixing loaded and base pay.
- product_scope
- Required
Supported tasks and exclusions
Apply improvement only to work the product can affect.
Implementation, step by step
Establish the working record
- Confirm the selected records, effective versions and responsible owner.
- Check workload, handling_time, cost_assumptions, product_scope before beginning. Record the source version and the selected scope; an unavailable value stays unknown rather than becoming an inferred fact.
Checkpoint: The input record identifies the selected workload and any missing required fields.
Define the workload inputs used in a sales conversation
- Define the task unit and reporting period with the prospect; retain blanks for unknown inputs.
- Verify dimensional consistency and deterministic arithmetic for every displayed figure.
Checkpoint: A saved intermediate result for: Define the workload inputs used in a sales conversation.
Build a calculator that exposes its assumptions
- Implement formulas in a spreadsheet or bounded local interface, exposing units and assumptions beside outputs.
- Check that unknown inputs, costs and unsupported product tasks remain visible.
Checkpoint: A saved intermediate result for: Build a calculator that exposes its assumptions.
Test representative examples with the sales team
- Test zero workload, missing inputs, fractional time and inconsistent periods with independently calculated examples.
- Verify dimensional consistency and deterministic arithmetic for every displayed figure.
Checkpoint: A saved intermediate result for: Test representative examples with the sales team.
Use it during calls and adjust assumptions with the prospect
- During the conversation, adjust assumptions with the prospect and save the scenario version without labeling estimated capacity as realized cash savings.
- Check that unknown inputs, costs and unsupported product tasks remain visible.
Checkpoint: A saved intermediate result for: Use it during calls and adjust assumptions with the prospect.
Package the result and unresolved work
- Check units and formulas. Estimates are scenarios, not measured savings or promised ROI.
- Estimates are scenarios for discussion, not promises of ROI.
Checkpoint: An interactive estimate that explains potential operational value. Unresolved items remain visible in the review record.
Decisions along the way
A required input is unknown.
Show an incomplete estimate or a labeled range rather than substituting zero.
The proposed effort exceeds current effort.
Display the negative result honestly and revisit the scenario.
Formula results disagree with an independent calculation.
Stop using the calculator until units and formulas are corrected.
What you will produce
sales-value-calculator-result.json
JSONAn interactive estimate that explains potential operational value. Label proposed and completed states separately.
Include: scenario_id · input_assumptions · current_hours · proposed_hours · modeled_difference · currency · limitations · status · evidence_reference · review_note
sales-value-calculator-review.md
MarkdownKeep the evidence and unresolved decisions needed to apply this result, including exceptions involving product_scope.
Include: source_reference · question · owner · next_action
Check the result
- Verify dimensional consistency and deterministic arithmetic for every displayed figure.
- Check that unknown inputs, costs and unsupported product tasks remain visible.
- Inspect workload and handling_time in both the original and output; confirm that record identity and interpretation survived the transformation.
- Check units and formulas. Estimates are scenarios, not measured savings or promised ROI.
When something goes wrong
A required input is unknown.
Show an incomplete estimate or a labeled range rather than substituting zero. Retain the affected evidence and recovery status.
The proposed effort exceeds current effort.
Display the negative result honestly and revisit the scenario. Retain the affected evidence and recovery status.
Formula results disagree with an independent calculation.
Stop using the calculator until units and formulas are corrected. Retain the affected evidence and recovery status.
A worked example
SYNTHETIC EXAMPLE · NOT A REPORTED BUSINESS RESULT
Request
Build a value calculator for sales conversations for the following bounded example; prepare the result for review.
Inputs
Synthetic example: Monthly volume is 200 tasks, current effort 15 minutes each, proposed effort 9 minutes, and assumed labor cost 30 USD/hour.
Expected result
Synthetic expected result: Synthetic capacity difference is 20 hours monthly: 200 × 6 ÷ 60. Modeled labor value is 600 USD, not measured savings or guaranteed cost reduction.
Run a small pilot
Start small
Trial a representative batch containing the ordinary case and the exception demonstrated above.
Record the baseline
Record current preparation time, review effort and correction types for the same records.
Agree success criteria
Agree acceptable review and error limits; measure formula accuracy on test cases; sales-owner rating of usefulness in discovery.
Stop or revise
Formula results disagree with an independent calculation. Pause affected records and apply this recovery: Stop using the calculator until units and formulas are corrected.
Keep the scope clear
- Estimates are scenarios for discussion, not promises of ROI.
- Limit generated code to the calculator and validate realistic input boundaries before sharing it.
Check before using
Check units and formulas. Estimates are scenarios, not measured savings or promised ROI.
Business activities
- Run sales conversations and proposals
- Build and change software
FROM A RECIPE TO YOUR WORKFLOW
Bring the company context together.
This workflow needs reliable inputs before it needs a better prompt. Moat8 Vault brings working information into a readable archive for the AI tools you use.
For this recipe: Current workload · Time and cost assumptions · Product capabilities
Start with one recurring task, agree which sources to use, and review the first result with your team.
Discuss this workflow