Best practices for getting Sales Team to Adopt

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Tory Henrichs
Tory Henrichs Posts: 2 ✭✭
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Hi everyone. I'm looking for some advice on how to encourage my sales team to actively use 6sense. For those of you have successfully gotten your sales team to frequently engage/use with the tool, what strategies or methods work best for you? How did you enable them for this success?

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  • Kimberly Conklin
    Kimberly Conklin Posts: 472 6senser

    Hi @Tory Henrichs! This recording might help.

  • Jana_Marketing_Maven
    Jana_Marketing_Maven Posts: 81 ✭✭✭✭✭✭

    Hi @Tory Henrichs I launched 6sense at my org and continue to have to poke the sales teams to use it.

    BUT

    I have reps who use the system religiously and those that will use it when they remember it exists (we threw a lot of new tech their way all at once). Here was my strategy:

    1. Back end setup - make sure all systems are connected (CRM, MAP, website)
    2. Small focus group with alerts and access
      1. Get feedback on the systems, see if there's anything we can improve
    3. Make any tweaks based on feedback from focus group
    4. Added 6sense fields to SFDC for the model data to be used in SFDC reports
    5. Rollout to all sales
      1. After initial rollout we did a monthlong contest with weekly winners for 6sense opps/meetings booked
    6. Regular user group meetings
      1. Start monthly then move to quarterly or as-needed.
    7. Offer 1:1 sessions
    8. Onboard new reps

    One idea I have had (that I haven't implemented) was the idea of '6sense days' on the 6th and 16th of the month (assuming they weren't on a weekend) - having the entire 6sense using org focus on the tool and try to make meetings/sales based on that system alone, while i block out my day for any questions that arise from the team.

    Hope all that helps. There are a few threads on RevCity with other ideas/info as well.

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