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Sales-I Implementation Guide

The document provides six steps to successfully implement the sales-i software: 1) Determine required action changes, 2) Pick a sales-i champion, 3) Communicate the changes to the team, 4) Define and anticipate risks, 5) Define and measure success metrics, 6) Create a maintenance plan for ongoing training and usage. Following these steps will help organizations enjoy a smooth rollout and realize the long-term benefits of leveraging sales data to grow business.

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Raff Lim
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78 views9 pages

Sales-I Implementation Guide

The document provides six steps to successfully implement the sales-i software: 1) Determine required action changes, 2) Pick a sales-i champion, 3) Communicate the changes to the team, 4) Define and anticipate risks, 5) Define and measure success metrics, 6) Create a maintenance plan for ongoing training and usage. Following these steps will help organizations enjoy a smooth rollout and realize the long-term benefits of leveraging sales data to grow business.

Uploaded by

Raff Lim
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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How to successfully

implement sales-i
Congratulations, on purchasing sales-i!

it’s time to implement the award-winning software


into your organization.

Sounds daunting, right?

Don’t worry we’re here to help. This guide


discusses six essential steps which will enable you
to enjoy a successful roll out.

Don’t forget your Customer Success Manager is on


hand to help you every step of the way too.

“One of my team members is a 60+ year old sales


veteran and was one of the first to embrace sales-i,
as a result he exceeded his sales target by 120%.”

Rob St Barbe
Saint Gobain
Contents

sales-i is a long-term strategy for growing your


business that works by leveraging your sales
information and optimizing your salesforce.

In order to ensure the success of this change it’s


important to develop a thoughtful rollout strategy.
Below are six steps to follow to get you started.

1 Determine action changes

2 Pick a Champion
3 Team communication

4 Define and anticipate risks


5 Define and measure success

6 Your maintenance plan


Step One
Determine action changes

Create a list of activities that will need to be implemented


at each level of your organization for the rollout of sales-i.

Activities to plan:
▪ • Pre-call and post call routines.
▪ • Call logging and reporting expectations.
▪ • Effects on planning/preparing for meetings with
managers (consider one to one meetings vs. full on sales
meetings).
▪ • What will need to change at each level in the daily /
weekly / monthly routine?

▪ • You may wish to produce a process flowchart to show


your new proccesses in an easy to understand format.
Step Two
Pick a Champion

Who will oversee the execution and ongoing


maintenance of the sales-i program?

We recommend employing someone with the


following attributes:

• Someone who knows your processes well.


• Someone with an eye for detail.
• Someone who is motivated.
• Someone who is happy to shout out if people
aren’t following the recommended guidelines.

Be sure to establish channels for the Champion


to share their ideas and feedback too.
Step Three
Team Communication

This is a vital stage of the implementation process.


User adoption is critical to the sucess of sales-i.
Remember that no one likes change, so it’s important
to stress the benefits of sales-i to the end users.

Best Practices include:-


• Communicate the change early and determine the
message you want your team to hear.
• Communicate a compelling reason for change.
• Touch on industry changes that have impacted this
decision.

Questions to consider when communicating:


• Why is sales-i being implemented?
• What is the long-term impact of sales-i on the
organization as a whole and on the individual sales rep?
Step Four
Define and anticipate risks

At this stage it’s important to detemine what the risks


of implementing sales-i could be.

Common Risks Include:


▪• Pushback from sales users.
• Lack of internal support system.
• Limitations on technology.

Once you have written down your risks it’s important


to consider how you will you mitigate these risks. This
could be modernizing your technology or applying
sales incentives to promote initial sales-i usage.
Step Five

Define and measure success

It’s time to consider what is a successful sales-i for you


and your team?
Common Success Criteria includes:
• Increased overall sales.
• Increased overall awareness of sales Reps business.
• Reduction in sales admin time.
• Unification of data in one business system.

It’s important to prioritize your goals -


What does initial success look like vs long term success?
Try to establish “day 10” success metrics vs. “day 100”
success metrics as you get up and running with sales-i.

Make sure you reguarlarly review your goals and talk to


your sales-i Customer Success Manager if you feel like
you need any additional help.
Step Six

Your maintenance plan

Like any change, there needs to be an established


process to ensure that sales-i usage is maintained.

Below are things to think about as you use sales-i.

How will future users be trained?


Some possible options could include:
▪ • Develop first line of defense for training internally.
▪ • Visit the sales-i KnowledgeHub
(https://support.sales-i.com) to view sales-i how
to guides and resources.
▪ • Purchase additional sales-i training.

How will you adjust your goals as you move forward?

How will you ensure continued usage of sales-i?


Consider a platform to showcase success stories or a
competition to promote usage and increase sales.

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