BA-201 · Question #29
The sales team at Universal Containers (UC) has been using multiple tools to track opportunities, leading to inaccurate forecasting and an unclear picture of UC's sales pipeline. UC has appointed a…
The correct answer is A. Ask questions to understand their needs and focus on shared goals. Effective influence in business analysis is built on empathy and alignment, not authority or one-sided persuasion. When stakeholders are skeptical, the most effective approach is to ask questions to deeply understand their specific concerns and needs, then demonstrate how the…
Question
The sales team at Universal Containers (UC) has been using multiple tools to track opportunities, leading to inaccurate forecasting and an unclear picture of UC's sales pipeline. UC has appointed a project team to implement Sales Cloud to help resolve these issues. TTie sales team doubts the new tool will meet their needs and is concerned it will be difficult to use. The business analyst (BA) assigned to the project knows the stakes are high to get the right solution in place. Using their influence, what should the BA do to gain the necessary buy-in and support from the sales team to ensure a solution meets the requirements?
Options
- AAsk questions to understand their needs and focus on shared goals.
- BPresent the pros and cons of the decision by using logic and facts.
- CDemonstrate the BA's expertise and clearly state the decision is final.
How the community answered
(63 responses)- A84% (53)
- B11% (7)
- C5% (3)
Explanation
Effective influence in business analysis is built on empathy and alignment, not authority or one-sided persuasion. When stakeholders are skeptical, the most effective approach is to ask questions to deeply understand their specific concerns and needs, then demonstrate how the proposed solution aligns with their shared goals. This builds trust and makes stakeholders feel heard and involved. Option B (presenting pros and cons using logic and facts) is useful but insufficient on its own when emotional resistance is present. Option C (asserting expertise and declaring the decision final) is counterproductive and would entrench resistance, undermining buy-in.
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