Sales teams should stop doing open-ended proofs of concept. Instead, rename them pilots, set clear KPIs upfront, and get the prospect to sign a contract promising they'll buy if results hit the target. Otherwise you're just giving away work.
So what do you do when your prospect asks you for a POC? Don't just say yes. Before you agree to a POC, here's a couple things I would do. First and foremost, to the extent possible, change the word POC to pilot. POC is a proof of concept with dummy data. It just shows a specific use case or scenario can be accomplished. A pilot is actual working prototype that can go into production. So it's not throwaway work. Next, you must define the success criteria for the pilot. So what are the KPIs? What are the results we're looking to accomplish? And If we accomplish the results, then what is the outcome we're going to accomplish together? Are we signing a contract? Now, first things first, don't call it a POC. Refer to it as a pilot, a working prototype that can go into production if the pilot is successful. Secondly, define the success criteria for the pilot. And thirdly, determine the results that will occur based on achieving those outcomes, which should be a signed contract. Now, if they can't tell you and agree to signing your contract if the pilot's successful, then why are you wasting your company's resources and why are you wasting your time?
