How do Process Boards benefit Directors?
As a Director, you'll be able to see if the process or system that you've put in place for your sales team is working or not. You can make expectations clear for success, confirm that your sales team is executing on those expectations, and then gather proper data to make future decisions.
Process Boards are a great tool for strategizing on upcoming promotions, upcoming PIP plans, and future coaching or training for your department because you can see what's working, who is following the processes for success, and where the weak points are.
♟️Strategic Impact & Business Outcomes
How will Process Boards help us increase revenue predictability?
When you know that processes are being followed and tracked appropriately, you can have more confidence in future outcomes. You can also start to see consistent trends and what works and what doesn't work so you can make better bets on the future.
Can it reduce ramp time for new reps?
Absolutely! - Everyone has a system they want new Rep's to follow and although a training guide or step by step actions are provided, it's easy to forget a step sometimes! Rep's have a lot on their minds and they're juggling hundreds of relationships and deals. With process boards, they'll be reminded of any steps they miss in your process and will be forced to self-correct it, helping catch weak points earlier and reducing overall ramp time for new reps!
📈 Team Performance & Productivity
How do Process Boards improve rep behavior in the CRM?
Process Boards don't just flag problems, it actually helps Rep's fix problems in the system to ensure the CRM is fully up to date. Overtime, Rep's will build habits based on the items that consistently get flagged which will result in improved behavior and more consistency with your sales process.
Can this help reduce the time managers spend correcting CRM errors or running pipeline reviews?
Yes - Instead of chasing down every error in the CRM or not having a solid pulse on if Rep's are following the process, they can easily view this in process boards. With the time they save, they can be more intentional with training and development, see what gaps remain in the current processes, make impactful adjustments, and run pipeline reviews that actually drive results.
How will this impact our current sales coaching process?
This will create more consistency over time and better training practices without micromanaging. Continue to use the system you have in place for training while also providing a tool for Rep's that flags areas in the process they accidentally miss.
🫡 Process Consistency & Enforcement
Do Process Boards help us enforce our revenue methodology consistently across teams?
Yes - You'll know that everyone on the team is being flagged to complete the same system and processes you've put in place. Having the Rep's correct each violation ensures that they have completed the necessary steps for success in the sales process.
What happens when reps go off process?
The Process Board will trigger a violation and once a Rep hits the RUN button on their process board, it will walk them through all violations at that time, giving instructions on what is being violated and how to fix it.
Can we customize and adapt our process board as the sales process evolves?
Yes - If you get feedback from Rep's on certain processes in place, start to see weak points in the process, or choose to add in a new process rule, you can add more rules, as needed. The initial process board you create doesn't have to be perfect from the start, you just simply need to start, and then you can adapt and customize from there.
📊 Implementation, Scalability, and Support
Will I see value from Process Boards right away?
Yes - The sooner you start using process boards, the better! You'll immediately start to see improvement and results from implementing your first rule. See violations right away and start to correct them right away! The sooner you can get a process board running and violations corrected, the sooner your process becomes more clean and streamlined. Don't wait, just start!
Can it scale with our team as we grow (e.g., more reps, more segments)?
Yes - New Reps can be added in, new boards can be created, it's all up to you and what you need in a given season!
What support or training does your team provide?
⚠️ Leadership-Level Concerns
Will this help us identify systemic issues in our sales process or management layer?
Yes - Figure out what's working and what's not working. Determine which points in the sales process your Rep's are missing and why. Notice trends - when a Rep violates a part of the sales process, does that tend to have an affect on closing a deal? Are your managers coaching Rep's in certain weak points or are violations continuing to show up?
Can it help us standardize best practices across high-performing reps?
Yes - This is the best way to standardize your best practices! It ensures that each Rep is following the same system and process! If one Rep is outshining the others and they all appear to be doing the same thing, dig deeper and find out what they may be doing outside of the current process that's having a positive affect and start to implement that. The more you know from data, the better you can coach, train, learn, and implement even better practices!