Practice the plan within CRM
Revenue generation is a companywide endeavor, owned by everyone, and tracked by some. Today, people continue to persevere and remain adaptive, supportive, and flexible throughout their respected ecosystems. A new level of impact can be felt in physical vs virtual sales engagement.
This article intends to escalate the experience of CRM vs sales process/methodology and suggest how we can improve.
In the 1990s, basketball’s triangle offense was one of the most dominant offenses in the league. It was designed to maximize spacing for the offense to utilize their competitive advantage to win the game. Other variables such as skill, talent, execution, defensive scheme, chemistry, and goal alignment helped to put the ball in the bucket & win the big games. It helped Michael Jordan’s Bulls win six NBA championships from 1991–98. The triangle offense shares some parallels to a well-executed sales methodology. Each represents a framework when properly practiced could yield superstars, success, and NBA championships!
Sales training is highly beneficial for many organizations. Below are some examples of sales methodologies to help companies incorporate effective sales processes.
By properly aligning your methodology to your sales process, companies can set the gold standard for the team. However, a common gap in methodology training occurs post-training when adoption and ROI become fuzzy.
- How well adopted was the training?
- How well does this scale with your business?
- Is the value now tribal or represented in the CRM?
- Is this coachable to others?
- Is this repeatable?
- Is this captured in a measurable and valuable way?
CRM providers like Salesforce, Microsoft, SAP, Adobe, & Oracle are proficient at tracking the data and becoming the “system of record” but sales methodologies are often more complex than what is offered out of the box. We must strive to maximize impact and align the “plan of success” to the “system of record”.
How can we align the success plan to the system of record?
- Gain perspective: Include multiple stakeholders and cross-departmental participation & valuable insights — customer success, business development, and marketing teams can help to unify the plan companywide
- Identify the key tenants and variables: Mapping methodology layers and opportunity plans, capturing best processes, trace activities, maintain accountability and echo tribal knowledge
- Practice makes perfect: Enable your teams to practice the craft. Bringing the methodology into your CRM allows for teams to learn, adapt, & assume ownership. They can quickly refer to the gold standard on every opportunity to maximize their time & effort
- Iterate to improve: The best revenue model will need to evolve as the business evolves
Done correctly, companies can achieve a more unified team, track to a proven plan, and strive to increase revenue optimization. I hope this offers perspective on how to pivot your company towards revenue enablement within your CRM.
Please contact us for additional information at Squivr website: squivr.com email: info@squivr.com
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