| | May 20179CIOReviewuse it, but also to give guidance (cadence) when and how to review and discuss the performance and how managers should coach the sales people how they can win and close more deals. This process ideally should tie up with the performance review and forecasting process in the organization and deliver fact based inputs that will help to have visibility on the current and future commercial performance and take actions early enough. We created standard cadence of meetings along with recommended agenda and supporting standard reports across the different levels in the organization and monitor how it is been followed. This helps to increase closing rates4. Reporting and analyticsOver the time, we capture and accumulate more data. By keeping it clean and updated, we can start unlocking its true power by advanced analytics. For example, usually we consider the funnel stages to identify the probability and "weight" the sales funnel. This is still a subjective view, based on how well and up to date the sales people update their opportunities. We have established a Center of Excellence on Advanced Sales Analytics that is analyzing patterns and behaviors in the past and creating statistical models to deliver more objective predictability on the funnel in the future. For example, we developed "Propensity to Win" methodology based on over 15 historical parameters that helped us to increase predictability of our future business to over 80 percent.5. Change managementThis is the most important and usually most underestimated area that can crucially impact how successful and sustainable the transformation will be on a long term. For the success in any transformation, it is very important people to understand what it means for them, to be comfortable with and embrace the change. Following the new ways of working, we need to understand the impacted groups, what is changing for them, walk them through the journey and ensure that they understand the change and embrace it. We must measure the change adoption of the different stakeholder groups, starting with the leaders before and after the implementation and ensure that change "sticks" and is well embedded in the organization. Bear in mind that the change never ends; after go-live we will continue to enhance and develop further, our capabilities to follow the changing business realities and ensure people follow them. We still have a dedicated Change Manager and Sales Excellence Leads in the markets who are working closely with the sales teams to ensure they follow the standard ways of working and each new improvement is well embedded.Many organizations are considering or implementing Salesforce to strengthen commercial capabilities. It is a significant effort and change for each organization, I hope our learnings can help you to be more successful and yield the maximum benefits. Attention should be on harmonizing the ways of working across the organization, on the data and reports, people-learning and coaching
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