Initiatives gives you visibility into the adoption of your initiatives, so you can see how they are being adopted by your teams, compare adoption between team members and teams, and view trends over time. This can help you assess and adjust your coaching and training strategies accordingly, so that you will meet your targets.
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Go to INSIGHTS > Initiatives to see the initiative boards. If your org has not set up any boards, follow the Step-by-step board setup instructions to create a new board. If you have already set up an Initiative board, you will see the last board you viewed.
Trackers identify words, phrases and concepts mentioned in calls, and are the tools used to measure adoption - the more frequently the terms set in the tracker are mentioned, the higher the adoption rate. Each tracker has a threshold for measuring high or low adoption. Red indicates low adoption; green indicates high adoption. The default setting is 80% for high adoption; 40% for low adoption, but you can change these settings (in the board's settings page) manually according to your own goals. Boards can be set up with multiple trackers.
Filters narrow down your results by filtering according to specific calls, deals or opportunities. These filters are unique to every company, and are listed in the Board settings tooltip in the top right hand corner.
Deal-based boards
Deal-based boards show the percentage of deals where the tracker term was mentioned by each team or team member at some point in the deal pipeline. The average adoption rate (shown in the top row of the table) is the average adoption rate for the total number of deals handled by the team.
In the Initiative adoption view, you see the adoption percentage of each tracker for the team or the individual. Click the adoption percentage to open a panel on the right that displays deal details including the deal amount, close date and stage, and includes a link to the part of the call in which the tracker terms were mentioned.
In the Initiative trends view you see how initiative adoption is trending in deals over time. Each line in the board represents one of the selected trackers.
Call-based boards
Call-based boards show the percentage of calls where the tracker term was mentioned at some point in the call. The average adoption rate (shown in the top row of the table) is the average adoption rate over the total number of calls handled by the team.
In the Initiative adoption view, you see the adoption percentage of each tracker for the team or the individual. Click the adoption percentage to open a panel on the right that displays the call details and includes a link to the part of the call in which the tracker terms were mentioned.
In the Initiative trends view you see how initiative adoption is trending in calls over time. Each line in the board represents one of the selected trackers.
Note
Some calls in your calls page may not be included in the calls here, if for example, they are not associated with an account, or the call is associated with multiple deals.
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In the list of boards, switch between the different boards available to see adoption for different initiatives.
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Search for and select the manager whose team you want to see.
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View the adoption details per team or according to the individual team members in all teams under the current manager.
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Click Board settings to see the board details, such as the description and the filters.
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To delete a board, click
at the top right hand corner and select Delete board.
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Initiative adoption tab: Select the time filter you want in the top right hand corner of the screen. Selecting Previous week shows the data for the previous work week (the work week is based on your company settings). Selecting Previous month shows the previous full calendar month (1st-30/31st).
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Initiative trends tab:
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In the time filter at the top right hand corner, select whether you want to see weekly or monthly trends. Select Previous week or Previous month if you don't want to see data for the current week or month.
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The values available in the Show trends filter are based on the setting in this time filter.
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In the Show trend over filter, select the number of weeks or months you want to see data for.
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Here's how to set up or edit an initiative board from scratch:
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Go to INSIGHTS> Initiatives. ClickEdit this board or Create new board.
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Think of an initiative that you'd like to track. For example, new messaging, sales methodology, product releases, pricing changes, and more.
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Give the board a name that reflects the initiative. Add a description, if the name isn't clear on its own.
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Choose whether you want to track the initiative in calls or deals. Choose deals if the trackers represent initiatives that should be mentioned at some point over the deal life-cycle but not necessarily in every call. Choose calls when you want the initiative to be brought up in many calls in the same deal.
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Click Add tracker and select the trackers that contain terms relating to this initiative. They will appear as columns in the board. You can add as many trackers as you want, however, we recommend adding a maximum of 5 or 6 trackers to each board. To get the most out of the board, the trackers should identify words and phrases connected to the initiative.
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Make sure you’ve got trackers that will surface mentions of the initiative. If you’re a business admin, you can build the trackers yourself, but if not, you’ll have to ask a business admin to help you do it.
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Set ranges (or use the default values) for when the initiative adoption value should be highlighted on the board as follows:
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For each tracker, set the maximum percentage below and above which you want the initiative adoption to be highlighted.
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Select whether you aim for high or low adoption of the tracker. If you want your team to mention the tracker term many times, keep the Aim for high adoption setting.
If you want your team to avoid mentioning the tracker term, select Aim for low adoption. With low adoption, the colors for the below and above thresholds are swapped, so that initiative adoption below the set value will appear in green, while the above value will appear in red.
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Click Add filter to add filters so that the board shows data on the calls or deals that you want to focus on. The following built-in filters are available:
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Call filters:
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Call duration: only include calls or deals with calls, where the call lasted within this range of time
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Direction: only include calls or deals with calls that are inbound, outbound or web conference calls
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Deal filters:
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Stage at time of call: only include deals with calls that are in this specific stage in the deal in the board
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Probability at time of call: only include deals with calls that are within this range of probability of being closed - won at the time of the call
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Amount at time of call: only include deals with calls where the deal amount is within the range defined
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Stage now: only include deals with calls that are currently in this specific stage
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Probability now: only include deals with calls that are currently within this probability of being closed - won
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Amount now: only include deals with calls where the current deal amount is withing this range
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Opportunity type: only include deals with calls with this type of deal
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Account
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Industry: only include calls or deals with calls where the account in the deal is in this industry
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Account type: only include calls or deals with calls where the account in the deal is this type of account
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Click Create board.
Use initiative boards to track all sorts of initiatives, including:
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Launching new products or services to increase revenue and expansions
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Increasing market share through competitive differentiation
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Adhering to sales methodology & objection handling
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Adapting sales messaging to increase perceived customer value in changing markets
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New pricing and discounting structure to address new market needs