Prime Sales Solutions Success Achiever Overview Power Point 2010
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The document outlines a strategic approach for successful CRM implementation through the Success Achiever program, emphasizing the importance of understanding end-user needs and keeping projects simple and focused. It introduces a 'Top Ten Analysis' to identify essential tasks and prioritize user requirements, which helps ensure user buy-in and successful adoption. The document recommends a phased deployment strategy while highlighting pitfalls to avoid and encourages open communication for ongoing support and adjustments.
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Prime Sales Solutions Success Achiever Overview Power Point 2010
- 1. Thinking Big* Starting Small* Scaling Fast Prime Sales Solutions Success Achiever Program Take Action- Act Your Way into the Right Thinking
- 2. Mission critical questions moving forward: 1. Why invest in the concept? 2. Why invest today? 3. Why partner with Prime Sales Solutions? Take Action- Act Your Way into the Right Thinking
- 3. What Makes a Successful Project? A CRM project should not be expected to move heaven and earth. Focus on the job ( the daily stuff) and not the technology. Be realistic, well-defined, and results-driven Capture the “human factor” to encourage use Be flexible enough to accommodate growth and change. Equally accommodates users of all levels It starts with a plan p Take Action- Act Your Way into the Right Thinking
- 4. Slow and Steady Wins the Race Keep it simple. simple Make the solution easy to use. F Focus on the end users and h th d d how th d th i j b they do their job. Be flexible. Don’t try to solve all your organization’s pains in one fell swoop. Take it one step at a time. Focus on success Take Action- Act Your Way into the Right Thinking
- 5. Success Achiever Goals Delivers a simple but powerful method to help you… Pinpoint your end users’ real needs and build definable value Minimize the complexity and “clutter” Keep your projects on track and in sync with evolving needs Make your Business Solutions program successful: y p g Lower total cost of ownership Increase productivity Achieve ease of use and greater collaboration g Take Action- Act Your Way into the Right Thinking
- 6. Success Achiever Core Foundation What drives the success of your projects a e the “Top 10 Tasks” a d es e o you p ojec s are e op 0 as s we do on a daily basis End users’ lives are about their jobs, not technology. Let them do their jobs. j End users are paid to sell and perform, not to enter data. Do you know what typically happens to projects where the y yp y pp p j primary focus on the things we do only twice each month, three times per quarter or four times each year? The answer is: A very large percentage of those Business Solutions projects achieve a much lower level of end user acceptance. This results in lower ROI and higher TCO Take Action- Act Your Way into the Right Thinking
- 7. What are the questions you want to ask? Who needs it? What do they need? Why do they need it? What will be the anticipated value & benefits What will be the overall results & success
- 8. Who are Your End Users? Take Action- Act Your Way into the Right Thinking
- 9. What are Your End Users Focused On? Know Your Users Typical End Users Focus on helping them manage their daily lives Middle Managers Focus on managing not only their daily lives but ensuring that the goals and responsibilities of the team are fulfilled Upper Management / C-Level Executives Focus on accountability, visibility and profitability organization-wide organization wide Take Action- Act Your Way into the Right Thinking
- 10. Part I: The Top Ten Analysis h l Goals: Get Your User to Use CRM Properly identify CRM needs Position company for successful implementation What it Takes: Pinpoint top three user groups and their needs Identify Top Ten tasks frequently performed within your organization across your top three user groups Prioritize other tasks specific end users have based on level of frequency used and benefit Take Action- Act Your Way into the Right Thinking
- 11. Why the Top Ten Analysis Matters Clearly defines goals Maps to how people perform in The their daily lives TOP 10 TASKS Separates real needs from “like to haves” Keeps process and implementation straight-forward 5 Tasks Frequently 5 Tasks Focused on Performed Across Specific Job Functions Achieves visibility, accountability, c e es s b ty, accou tab ty, Entire O E ti Organization i ti Among End Users and profitability Take Action- Act Your Way into the Right Thinking
- 12. Reality Check: What are the Have to Haves & Like to Haves Different users have other specific requirements beyond the Top 10. Figure out which requirements matter most. most Who needs it? Why do they need it? What would be the real benefit if they had it? How often will they experience the benefits of having it? Categorize these requirements based on need and frequency: Have to Haves = High benefit + Medium frequency (used monthly or quarterly) Like to Haves = High/Medium benefit + Low frequency (used quarterly or less frequently) Take Action- Act Your Way into the Right Thinking
- 13. Have to Have Functionality & Customizations Priority 1: Burning Need Questions to Ask What is the Need? Who has the Need? Priority 2: Hot Need What would be the benefit and/or value if you had this Need? Priority 3: Off the Wall Need Take Action- Act Your Way into the Right Thinking
- 14. Like to Have Functionality / Customizations Stratospheric Need Questions to Ask: What i th Wh t is the need? d? Nice to Have Need Who has the need? What would be the benefit and/or value if you had this Where A W G i With Wh Are We Going need? d? This One Need Take Action- Act Your Way into the Right Thinking
- 15. Easy, Simple, and Clean Method Tackle Top 10 Tasks Adjust Top 10 Tasks Adjust Phase 1 and End Users Do Phase 2 + on a Daily Basis + Balance of the + High Priority Consider Highest of Have to Haves Like to Haves Priority of Have to H t Haves PHASE 2 PHASE 3 PHASE 1 Take Action- Act Your Way into the Right Thinking
- 16. Achieve Results & Success 5. Full Deployment: Continue to roll out remaining end-users; monitor and measure results, and drive success 4. Pilot: Roll out core requirements to gain user buy-in and start to drive results 3. Rapid Deployment: Use Value Builder results to build a road-map and configure product 2. “Top Ten” Value Builder: Employ methodology to identify the end- users’ needs, goals, and requirements 1. General Overview: Start to gain working knowledge of configuration of iExtensions, “Top Ten” Value Builder Methodology, and Rapid Deployment
- 17. Avoid the Pitfalls and Achieve Your Goals Stay on Track Stay Focused Lack of Executive Buy-In The System Is Not Designed With Users In Mind Lack Of Training And Orientation Managers Are Not “Living In The System System Usage Is Not Aligned With End Users Finanical Motivators Take Action- Act Your Way into the Right Thinking
- 18. Business Solutions positioned to: Achieving V l R lt A hi i Value Results and Success dS Invest in the technology and vision for success Effectively capture the end-users real needs, goals and requirement’s. Dramatically reduce the evaluation and deployment timeframe. Experience a high level of end-users’ acceptance and buy-in. Developed a culture/mindset that leverages the end users daily lives Easily benchmark success factors and the overall progress of your project. Feel confident that with achieve your business goals. Realize a lower “Total Cost of Ownership”. Gain higher and quicker “Return on Investment”. Take Action- Act Your Way into the Right Thinking
- 19. Next Steps: Let’s talk! Let’s hear your pain points and discuss some options. Find out why the Prime Sales CRM is the right solution for y y g your company. See how the right software and business partner will make y g your vision a reality. Don’t forget, of course, you get “me” and the rest of the team focused on your needs, goals and requirement's Take Action- Act Your Way into the Right Thinking
- 20. Next Steps: The Road To Success 1. Complete the Success Achiever Worksheet p 2. Arrange for a technical conference call to discuss implementation plan options 3. Set a date to review and assess the outcome of the Success Next Steps: The Road To Success Achiever worksheet 4. Set a d date for a more f f focused web demo that covers Phase One d bd h h (Top Ten + Have to Haves) 5. 5 Conduct conference call with focus group and decision makers to formulate implementation plan and calculate ROI Take Action- Act Your Way into the Right Thinking
- 21. Contact Information Matt Zimmerman Business Solutions Expert Prime Sales Solutions Inc [email protected] Office - 973-928-7372 Mobile -973-941-2361 Take Action- Act Your Way into the Right Thinking