Rev Ops professionals, listen up! You need to make it easy for your reps!
Make it clear what’s in it for them. Whether you're using Clari or another solution, launching a new forecast process or optimizing your existing one, here are crucial insights to remember.
While everyone wants to know their performance against their targets - the needs, benefits, and use cases of forecasting, varies significantly up and down the organization.
Let's break down the Sales Rep today, then we'll move up the chain later.
Reps face enough challenges on their sales campaigns. Operational processes must be simple.
They want to quickly call their number and move on.
Reps will tidy up activities and notes, because they know their managers need that info
But, they already know what their next steps are, without the system.
They’re thinking about getting back to winning deals, which is where they can really make money. For them, forecasting is a necessary pit stop on the road to closing.
Key Takeaway #1 - Processes must be simple
Key Takeaway #2 - Make sure you're able to communicate what's in it for them
The analytics and metrics provided in Clari, are their resume builder! Show them one-on one, record a two minute video showing them! Create a one-pager with pictures and fewer words.
Want to know how to do this?
I’m happy to share how we use Clari to help reps run their business more easily and build out their resume. The benefit for the entire organization is a clean funnel that can be easily measured.
How do you balance the needs of reps, managers, and executives in your process?
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