Getting Sales Adoption

Saima

Hey there! Saima here 👋

So you’ve purchased 6sense and you may not be getting the buy-in from Sales that you originally intended for. At the end of the day, as Marketing leaders, we need sales cooperation in order to see optimal success. Here are a few tried and true recommendations that we've seen help drive alignment between the two teams: 

• Gamify! As a customer of 6sense for 5 years - when I launched 6sense to the sales org, I had quick and deep adoption from my BDR team by gamifying usage. Reps with the most opps created using 6sense each quarter received a prize (sponsored by Marketing), and those oh so important bragging rights. 6sense usage reports make inspection super easy.
• Stop training, start enforcing. This is probably easier said than done if Marketing doesn’t own the outbound team, but I encourage you to help drive adoption of the 6QA process by setting up inspection points for SLAs, and reports showing response time and touches per 6QA. Know what good looks like, show uplift when SLA/Process is followed to help get buy-in. Celebrate those wins!
• Control what you can. With Conversational Email, you can control responses and ensure 6QAs are getting worked. This will quickly drive value (hello, meetings!) and expand capacity for your sales teams. 
• Show that it’s working. Zoom out and talk about overall pipeline and measurement to start – this way everyone is on the same page and looking at a single source of truth. Check the box with basic attribution in your CRM → opps created by channel (inbound, outbound, ABX, etc) and regularly inspect. Bonus points if you’ve got your pipeline plan set up by channel. Also, keep an eye on more granular views - the best way to do this is to set up foundational segments for measurement (see how, here)

Ami Arad

I'll be writing a lot more on this topic in the weeks to come, but in the meantime, if anyone is rolling out 6sense to their salesforce, and is curious about the best spiffs to drive adoption, I've written up a whole post about it here: https://revcity.6sense.com/home/discussion/328/dos-and-donts-of-spiffs-to-drive-sales-adoption/

IKristen Altamura

One thing that helped us was bringing our Sales Development Director to Breakthrough as we were finishing up onboarding! She saw the could be value before her eyes and in that moment we had an advocate, which has been a game changer for us. We just closed our first 6QA deal. 😊

Saima

love that @IKristen Altamura! Congrats on closing that first deal 🚀

tdeahl

Love the Gamification - we used that for our initial adoption and are shipping out custom-branded AF1s to our top performing SDR teams aft the first month of usage!

Saima

@tdeahl totally! sellers love a good spiff :)