If you’re a B2B sales leader or sales ops pro, you’ve probably heard the pitch: “Just show your prospects the ROI and the deal will close itself.” It’s a nice thought, but the real world is messier. If you want a calculator that actually helps your reps tell a credible value story—one that doesn’t make buyers roll their eyes—you’ll need to build it carefully. This guide is for anyone who wants to create a custom value calculator in Valuecore, without getting lost in the weeds or falling for shiny features that don’t actually help close deals.
Let’s get into the nuts and bolts.
Step 1: Get Clear on What You’re Actually Calculating
Before you even log in to Valuecore, nail down what you want the calculator to show. Skip this, and you’ll end up with a bloated tool no one trusts.
Ask yourself: - What outcomes matter most to your prospects? (Revenue? Cost savings? Time saved?) - Can you back up your claims with real data, or will it feel like “magic math”? - Will reps actually use this, or is it just a spreadsheet with a nicer font?
Pro tip: Talk to a few frontline reps and past buyers. Ask them what value stories actually moved the needle. Build around those.
Step 2: Map Out Your Inputs and Outputs
Don’t start building yet. First, sketch out (literally, on paper or a whiteboard) what users will enter and what the calculator will spit out.
- Inputs: What will your reps (or customers) need to plug in? Example: current annual spend, number of users, hours spent per week, etc.
- Outputs: What will the calculator display? Example: estimated savings per year, ROI %, payback period.
Keep it simple: The more fields you require, the less likely people are to finish. Stick to the essentials. You can always add more later.
Common Pitfalls to Avoid
- “It’d be cool if…” syndrome: Every team wants to add one more input to make it “more accurate.” Resist.
- Forgetting units: Make it obvious if you want dollars, percentages, hours, etc. You’d be surprised how often this trips people up.
Step 3: Build a Simple Calculation Model
Before you touch Valuecore, build your formula in Excel or Google Sheets. If your logic doesn’t make sense in a spreadsheet, it won’t make sense in software.
Why bother? - It’s way faster to spot mistakes. - You can sanity-check the results with real customer data.
What to test: - Do the numbers pass the “sniff test”? If you plug in real customer data, do the outputs look reasonable—or way too optimistic? - Is your formula easy to explain? If you’re embarrassed to show your math, fix it before you automate it.
Honest take: Most calculators fall apart here. If your formula relies on fuzzy assumptions (“20% efficiency gains, trust us!”), prospects will tune out.
Step 4: Start Building in Valuecore
Now, finally, log in and start building. Valuecore has a drag-and-drop interface, but it’s not magic—it’ll do what you tell it to do, for better or worse.
4.1 Create a New Calculator
- Go to your Valuecore dashboard.
- Click “Create New Calculator” (or whatever your version calls it).
- Give it a name your reps will actually recognize.
4.2 Add Input Fields
- Add the fields you mapped out earlier.
- Set clear labels and placeholders (e.g., “Annual Software Spend ($)”).
- Use tooltips or help text if an input isn’t obvious.
Keep it tight: Hide advanced fields by default. Give reps a “simple mode” and an “advanced mode” if you must.
4.3 Set Up Your Calculations
- Plug in your formulas, just like you did in your spreadsheet.
- Test every calculation with sample data. Seriously—don’t skip this.
- If Valuecore supports it, use their preview mode to see real-time changes.
4.4 Configure Outputs and Visuals
- Display the key results at the top so reps don’t have to scroll.
- Use charts sparingly. Bar charts for savings, pie charts for breakdowns—fine. Skip the 3D donut charts. They look cool and say nothing.
- Make sure it’s printable or exportable. Some buyers still love PDFs.
Pro tip: Add a disclaimer or “how this works” note. It builds trust.
4.5 Apply Branding—But Don’t Overdo It
- Add your logo and basic colors.
- Skip the full marketing treatment. Keep it clean and focused on the numbers.
Step 5: Test With Real Reps (and Maybe a Skeptical Customer)
Roll it out to a handful of friendly reps first. Ask them to use it on a real deal. Better yet, have them demo it to a customer who’s seen a few sales pitches.
What to watch for: - Do reps struggle to explain where the numbers come from? - Are there awkward moments where they have to make up an answer? - Does the buyer challenge your assumptions? (If not, they’re probably being polite.)
Iterate: Fix unclear fields, add explanations, and tighten up the math as needed.
Honest take: If your reps start skipping the calculator or using their own spreadsheets, that’s feedback—don’t ignore it.
Step 6: Roll Out and Train (But Keep It Low-Drama)
You don’t need a three-hour training. Make a quick walkthrough video or a short cheat sheet.
- Show one live example of plugging in real data.
- Explain what not to do (e.g., “Don’t claim this is guaranteed ROI”).
- Make it easy for reps to give feedback.
Pro tip: Don’t make the calculator mandatory from day one. Let reps try it, then gather feedback and improve.
What Works, What Doesn’t, and What to Skip
Works: - Calculators with a short, believable value story - Simple, clear inputs - Numbers that are easy to explain (and defend)
Doesn’t Work: - Overcomplicated, “black box” math - Gimmicky visuals that distract from the message - Forcing reps to use it on every deal, regardless of fit
Skip: - Features you added “just because you can” - Wild ROI claims (“1000% ROI in 3 months!”) - Collecting data you’ll never use
Keep It Simple, Iterate, and Don’t Drink the Hype
A calculator is just a tool—it won’t save a weak sales process, and it can’t make up numbers for you. Start simple, focus on the value stories that actually win deals, and don’t be afraid to cut things that don’t work. Make it easy for your reps to use, and don’t expect perfection on the first try. Build, test, tweak, repeat.
The best value calculators aren’t the flashiest—they’re the ones your team actually trusts and uses. Keep it real, and you’ll do just fine.