CRM Opportunity Management Agile Communications Presentation
- 1. CRM Opportunity Management Guidebook Swagelok Alabama | West Tennessee Vanessa Carmack Brent Pritchard
- 2. CRM Opportunity Management • Distributorship decided to rollout Opportunity Management • 1st attempt at rollout was unsuccessful (2011) • Sales Team disengaged with CRM because of failed rollout • 2nd attempt at rollout required fundamental resources (2015) © 2016 Swagelok Company. Swagelok confidential. For internal use only 2
- 3. Collaboration for Success • Strategic Plan / DOP alignment • Building block approach • Marcom collaborated with Sales Team to develop program and content © 2016 Swagelok Company. Swagelok confidential. For internal use only 3
- 4. Sales Pipelining as a Planning Tool • Sales Pipelining – drives accountability and visibility • 1-2-4 Opportunity Management inspired by Jack Welch • Sales Funneling helps develop the Sales Pipeline © 2016 Swagelok Company. Swagelok confidential. For internal use only 4
- 5. Rollout and Sales Team Communication • Individual hands-on training, group trainings at Sales Meetings • Sales Manager coaching to Sales Team • Created job aides for each opportunity and process • Job aides provided Opportunity Management examples for the Sales Team to model • Developed into field reference guide © 2016 Swagelok Company. Swagelok confidential. For internal use only 5
- 6. Results • Prioritize sales efforts • Record actionable events against significant projects • Streamlined internal processes • Updated Strategic Plan to include Lead Management © 2016 Swagelok Company. Swagelok confidential. For internal use only 6
- 7. Results • Prioritize sales efforts • Record actionable events against significant projects • Streamlined internal processes • Updated Strategic Plan to include Lead Management © 2016 Swagelok Company. Swagelok confidential. For internal use only 6