As we improve our sales automation system, the sales group has also been reworking the sales process to help standardize the sales process. Four phases and dozens of questions/activities later the new process is born.
Unfortunately, without some way of recording the questions/answers the sales person is suppossed to get and the activities that show they are performing, the disparate group won’t really accept the new new process. So we’re inserting the phases and the questions into the program. Each phase will come up at the right time as they add a contact or an opportunity, requiring them to fill in a little more information before they move forward.
Will this slow the process? Some. Will we be able to monitor what works and what does? Yes. Find the common activities and information that increase the liklihood of success? Completely.
The technology can become the trainer if we implement it right.