Action
- You’re faced with a decision. You have three options.
- Write it off.
- Go again with a different methodology and hope it works.
- Bring a person who is expert at applying the methodology, who knows it and can operationalize it and make the needed changes stick with the reps and managers.
Result – Impact
The deal management pipeline reviews have CRM reflect the actual methodology. You recoup your investment in the sales methodology training. Your company reaps the reward of methodology. Adopting the process makes it work for your acquisition team, and for your whole organization. Your team reaches outcomes like higher conversion rates particularly at later sales stages and the big commitment doesn’t get pushed to the next month or quarter. On the customer success team, it works to drive Net Revenue Retention with activation, customer onboarding, upsell and expansion motions.