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User Adoption
Academy Training
Geoff Ables, MCT
Author, Advisor, Managing Partner
C5 Insight
Tricia Desso-Cox, MM, Six Sigma Green Belt, Microsoft Surestep
Director - LUCK Client Engagement
C5 Insight
Define Your CRM Strategy in 2 Days - Attend 1 session or all 4 (Part 2 of 4)
Create sales process for pipeline and activity management that your users will adopt, your leaders can manage, and that drive measurable improvement.
If you want your sales team to increase deal size, decrease sales cycle length, improve win rates, avoid letting valuable opportunities slip through the cracks, deliver meaningful forecasts, and continuously improve sales results - then you need a sales process. But most organizations struggle to create a process to deliver on that vision.
In this non-technical session, you'll learn how best-in-class sales teams design sales processes to align with customer buying processes, steps for engaging the team in developing and adopting the process, and the golden rules for developing simple but effective processes. You'll also understand how to design both strategic sales processes and tactical activity management processes, and why both are critical.
Attendees will participate in individual and collaborative planning sessions to begin to design (or refine) their own sales process, and to develop skills on facilitating sales process design and adoption.
You'll take away a workbook with an initial sales process design, and a set of worksheet templates to guide you from simple to sophisticated.
Learning Objectives:
• Define your first sales process, or capture pointers for refining existing processes
• Understand why activities are the raw material for AI
• 4 steps to better activity management in any organization
• Learn how best-in-class sales teams design processes to align with their buyer's processes
Audience/Level:
This is a non-technical session targeted to business executives, project managers and business-focused CRM administrators. Portions of this session focus heavily on sales planning, processes and sales user adoption.