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CRM Opportunity Management Guidebook
Swagelok Alabama | West Tennessee
Vanessa CarmackBrent Pritchard
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
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
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
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
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