Thanks for putting this together. We see this all the time too. Getting Sales to adhere to process is a big challenge for everyone. Its great that you took the step to educate the team.
Great presentation. I'd mostly given up on it ever happening so we switched to the hybrid model in RCE. It's not perfect but better than getting no roles on opportunities. Our sales leadership won't let us make Contact Role required. "Nags" to complete it are built in, but the percent completion is still atrocious. I may try your approach and see if it helps. Thanks again.
Hey Mike Turner. I hear ya. It's a battle to make something required, but it's so much easier to get the contact role down then to back track it. I've had to go from opportunities to account to all contacts, to all activity, manually, to pull information. There is so much time wasted in that method and lots of room for human error. I haven't checked out the "hybrid model in RCE". Something I'll look into.
Amanda Thomas This deck is really great. Have you seen a good response from your Sales reps since presenting this deck?
What type of sales profile are most of these folks? I have conducted the same type of presentations (less the cool memes), and because our reps are mainly outside reps we get varying levels of compliance. I've found that most of these trainings tend to get institutionalized more quickly with inside reps or SDR types.
Hey Chris Willis! Great questions! We're a start up comprised of 3 outside reps one in WA, one in CO, and one in GA. That definitely makes it a little harder to implement things, but luckily, as a small group we work closely with the CEO.
The CEO has a weekly sales review with them every Monday, where they go through pipeline and projections. I put together all the reporting, graphs, and the slide deck he uses for the Monday call on Friday. So on Friday we review the presentation, and I present him with one salesforce idea. (What needs to be better, what's new, etc.) This way he learns why we're doing what we're doing and how it benefits the company. Then he touches on the topic Monday, and I present on the topic Tuesday during our sales ops call. It seems a little redundant, but having the CEO telling the reps the need for something, gives my call to action precedence and more credibility.
As for enforcing, I just presented this on Tuesday. Next Tuesday, as part of the sales ops call, I will pull an opportunities with contact roles report to share. That way all of us can see progress made!