MATRIX
Stakeholder Management Work Fast and Effectively
List and Analyze Stakeholders Simple Relationship Mapping
Quick Status Overview
recently led the company through a two-day workshop on opportunity management, during which participants used the ARPEDIO tools to identify the “red flags” in their sales processes before these became potential deal breakers and more difficult to mitigate.
While optimism is one of the main drivers of effective sales activities,
it
can also lead to regrettable decisions. Not all opportunities will lead to sales and revenue. Perception, emotion and subjectivity can cause confusion in a sales process. That is where ARPEDIO comes in handy – by taking the subjec- tivity out of the reporting and creating transparency on the health and status of each account and opportunity.
Lazzari trained Relias Learning to
use ARPEDIO to institute the follow- ing process:
At the beginning and throughout the
sales cycle, managers need to under- stand and qualify the opportunity from a set of specific criteria in order to move forward. Once companies start doing this, they are able to drastically reduce the amount of time spent on deals that will lead to nothing. This allows
2 6 VE L O C I T Y ®
organizations to focus their efforts and determine exactly what needs
optimism-driven ones to be
done by whom. This data-driven way of doing objective assessments of deals replaces
and drastically improves forecast accuracy.
“Being able to automate a sales playbook opened an entirely new way to
coach and manage a high performing sales team.”
“As we know,” says Lazzari, “a com-
mitted approach to stakeholder man- agement is fundamental when chasing opportunities and evaluating accounts. ARPEDIO has developed an incredibly simple tool, operating on a plug-and- play model that facilitates the process and eliminates once and for all note- book sketches and messy spreadsheets. ARPEDIO has helped many organiza- tions track, qualify and quantify their accounts and stakeholder relationships.”
The results have been impressive: An almost doubling of revenues after
In conclusion Rolling out ARPEDIO in organiza-
tions shows that creating alignment, transparency and a common language will lead to an increase in account detainment and strategic account growth. By introducing the ARPEDIO tools, companies will benefit from:
• Transparency in the status of accounts
• Increased collaboration across business units
• Alignment on expectations and business consensus on a productive workflow
• Leaders driving, supporting and coaching their teams more efficiently
• Reinforced CRM user adoption
The unified approach of teams using ARPEDIO tools will ease communica- tion, improve SAM team’s performance and ensure that team efforts are focused where they are needed the most – creat- ing value with their clients. n
VOL. 21 ISSUE 3 2019
instituting ARPEDIO tools. Lazzari stresses: “We have a sound process that is backed up by good tools that reinforce discipline.”
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35
