Track adoption of your strategic intiatives

Where to go: Insights > Initiatives

Initiatives gives you visibility into how your team is adopting strategic initiatives, enabling you to view adoption over time and compare adoption between team members and teams. With this analysis and insight, you can adjust your training strategies accordingly, and course-correct in real time.

Examples of initiatives to track

• Use initiative boards to track all types of sales initiatives, including:

• Launching new products or services to increase revenue and expansions

• Increasing market share through competitive differentiation

• Adhering to sales methodology and objection handling

• Adapting sales messaging to increase perceived customer value in changing markets

• New pricing and discounting structure to address new market needs

Types of initiative boards

Initiative boards can track how initiatives are being adopted according to deals or calls. Only calls owned by the selected team members are included in the board.

Deal-based boards

See the percentage of deals with calls in which the initiative was mentioned. The percentage is calculated as follows:

• Calculate the number of deals with calls hosted by the team or team member, according to the selected time period and board filters.

• Identify the number of these deals with calls in which tracker terms were mentioned.

• Calculate the percentage of deals with calls in which tracker terms were mentioned out of the total number of deals with calls included in the board.

Call-based boards

See the percentage of calls in which the initiative was mentioned. The percentage is calculated as follows:

• Calculate the number of calls hosted by the team according to the selected time period and the board filters.

• Identify the number of calls in which tracker terms were mentioned.

• Calculate the percentage of calls in which tracker terms were mentioned out of the total number of calls included in the board.

Note: In addition to the filters applied to the board, any filters that are part of the board's trackers are reflected in the results of that tracker. So, if a tracker is set to only track calls in the discovery stage, then only these types of calls will be used in the calculations for that tracker in the board.

View adoption: Over time and by team

At the top of the Initiative page, you'll see the name of the initiative board you’re viewing. If you don’t see any initiative boards, you’ll be prompted to build your first one. Anyone can build an initiative board; see this for instructions.

From the menu in the middle of the page, choose which board you want to view. To the right, you can edit the board, create a new one, or delete it.

See team, time and board details

Immediately under the board name, choose which team you want to view, and for what period of time. Choose from preset dates (last 90 days, last 30 days, this month, this week) or set a custom date. The board info label displays whether the board is tracking calls or deals, and how many filters were applied to the board. Hover the label for more information.

Immediately below, see a graph displaying adoption trends and a table displaying stats for teams and individual team members.

Adoption over time

The graph at the top of the page shows initiative adoption over the specified period. Each line represents one of the board's trackers.

• Choose whether to view results by days, weeks, or months (when period viewed is more than 60 days).

• Hover points in the graph to see specific data for specific dates.

• For boards with multiple trackers:

  • Hone in on adoption trends for a specific tracker: Hover over the name of that tracker to dim the other trackers in the graph.

  • Remove a specific tracker from the view: Click on the name of the tracker to remove it from the view, so that you can see the other trackers.

Adoption by team

The chart at the bottom of the page shows how initiatives are being adopted by team.

• Choose whether you want to view according to teams or individuals.

• Choose whether you want to view according to teams or individual interviewers.

• Each column in the chart represents a tracker.

• The top row shows the team’s average adoption, per tracker.

  Each row after that represents a team or individual. If you see a number beside a person’s name, that indicates that the person manages others. Click on their name to view the individuals on their team. Clicking to view a manager's team changes the results in both the graph and chart.

• For deal-based boards: The number in each cell shows the percentage of deals with calls in this period, owned by this team, in which tracker terms were mentioned.

  For call-based boards: The number in each cell shows the percentage of calls in this period in which tracker terms were mentioned.

• Clicking on an individual team member’s adoption calculation opens a panel on the right that displays:

  • For deal-based boards: A list of deals associated with calls in which the tracker was mentioned / not mentioned. If the tracker was mentioned, the relevant snippet is included here too. If the tracker was mentioned in multiple calls on a deal, you can toggle between the calls using right/left arrows.

  • For call-based boards: A list of calls in which the tracker was mentioned. Each call includes a snippet of the part in which the tracker was mentioned. If it was mentioned multiple times, click on the arrow, or the pin below the snippet, to move between snippets.

• Understanding the colors: The cells are colored according to whether adoption goals were met. Green indicates that the goal was met; red indicates that the goal wasn’t met. Adoption goals may be high or low, depending on the purpose of the tracker. For more, see Adoption goals, below.

Adoption goals: High, fair, and low

The cells in the chart are color-coded according to the adoption goals of the specific tracker.

Goal of high adoption: For example, if you’re introducing a new sales methodology, your goal would likely be for reps to use the new terms in their calls. You want adoption of this tracker to be high, because you want tracker terms to be used frequently.

When aiming for high adoption, green indicates that the tracker is frequently mentioned, red indicates the tracker is mentioned infrequently.

Goal of low adoption: For example, if you’ve introduced new messaging, you want to make sure that reps aren’t using the old messaging. Create a tracker that tracks usage of terms associated with the old messaging, and in the board, set the goal for that tracker adoption to be low, because you don’t want tracker terms to be used frequently.

When aiming for low adoption, green indicates that the tracker is infrequently mentioned and red indicates that the tracker is mentioned frequently.

Note: When setting up the initiative board, you set whether you want adoption for a specific tracker to be high or low, and define what percentage is considered high and low.