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Track initiatives

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Shoshana Brickman
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Where to go: Insights > Initiatives

Are your teams promoting your strategic initiatives?

Initiatives gives you visibility into the adoption of your initiatives, so you can:

  • See how your initiatives are being adopted by your teams

  • Compare adoption between team members and teams

  • View adoption trends over time

  • Assess and adjust your coaching and training strategies so you meet your targets

Examples of initiatives to track

Use initiative boards to track all sorts of 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

Initiative boards

Set up boards to monitor initiative adoption either in deals or calls. In deal-based boards, we check to see if the initiative is mentioned at any point during the deal life-cycle. The percentage of adoption for deal-based initiatives is calculated as follows:

  1. Calculate the number of calls hosted by the team or team member, according to the time period filter set in the page, and the filters configured when setting up the board.

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

  3. Calculate the percentage of calls in which tracker terms were mentioned out of the number of calls included in the board, based on its filters.

In call-based boards, we check to see if the initiative is mentioned at any point during call that are included in the board, based on its filters.

Go to Insights Insights > Initiatives to view boards set up by your org. Initiative adoption is measured using trackers that identify words, phrases, and concepts mentioned in calls. Boards display adoption rates for teams and team members, and show how the initiative adoption changed over time.

Note

Some calls may not be included here. For example, calls that are not associated with an accountת or calls associated with multiple deals.

View initiative adoption

The Initiative adoption tab gives details of how each team or team member is adopting your company’s initiatives.

Initiative_Board_Adoption.jpg

You can see the following:

  • Adoption per team member or team. If the team member is a manager, the number of people in their team during that time period is displayed next to their name.

  • The average adoption rate (shown in the top row of the table) is the average adoption rate for the total number of deals or calls handled by the team.

  • Trackers with their adoption rate for each team or team member, together with a color code indicating whether adoption is within the target rate. Trackers can be set to aim for either high or low adoption. When aiming for high adoption, green indicates the tracker is being mentioned regularly, and red indicates the tracker isn’t being mentioned enough. When aiming for low adoption, green indicates the tracker is mentioned rarely, while red indicates it is being mentioned too much.

  • When viewing team data, clicking on adoption percentage drills down to percentages of individual team members. From here, clicking on individual team members opens a panel on the right that displays the following:

    • For deal boards: Deal details including deal amount, close stage and date, including a link to the part of the call in which the tracker terms were mentioned.

    • For call boards: Call details, including a link to the part of the call in which the tracker terms were mentioned.

You can do the following:

  • Select a board: In the list of boards, switch between the different boards available to see adoption for different initiatives.

    Initiative_board_list.png

  • Change team: In the list of teams, search for and select the manager whose team you want to see.

  • View adoption per team member or per team: In the View by drop down, select Teams to view adoption details per team. Select Individuals to view adoption for each individual team member in all teams under the selected manager.

  • See the board settings: Click Board settings to see the board details, such as the description and the filters.

  • Delete the board: To delete a board, click at the top right hand corner and select Delete board.

Analyze adoption trends

In the Initiative trends view, see how initiative adoption is trending in deals or calls over time. Each line in the board represents one of the selected trackers.

Initiative_Board_Trends.png

Filter the time period the board should cover as follows:

  • Initiative adoption tab: Select the time filter you want in the top right corner of the screen. Select Previous week to show data for the previous work week (based on your company settings). Select Previous month to show the previous full calendar month (1st-30/31st).

  • Initiative trends tab:

    1. In the time filter at the top right 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.

      Note

      The values available in the Show trends filter are based on the setting in this time filter.

    2. In the Show trend over filter at the top right corner of the Initiatives trend tab, select the number of weeks or months you want to see data for.

Create or edit initiative boards

  1. Go to INSIGHTS> Initiatives. Click Edit this board or Create new board.

  2. Give the board a meaningful name that reflects the initiative you want to measure adoption for.

  3. Add a description for the initiative. This is displayed in the Board settings in the initiative board.

  4. 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.

  5. Add trackers as follows:

    1. Click Add tracker and select the trackers that tracks mentions relating to this initiative. You can add as many trackers as you want; 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 concepts, words and phrases connected to the initiative.

      Note

      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. If you're not, ask a business admin to help you do it.

    2. Set the tracker thresholds to define the highlighting in the board:

      1. Set the maximum percentage below and above which you want the initiative adoption to be highlighted.

      2. 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.

  6. 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:

    • Call filters:

      • Call duration: only include calls or deals with calls, where the call lasted within this range of time

      • Direction: only include calls or deals with calls that are inbound, outbound or web conference calls

    • Deal filters:

      • Stage at time of call: only include deals with calls that are in this specific stage in the deal in the board

      • 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

      • Amount at time of call: only include deals with calls where the deal amount is within the range defined

      • Stage now: only include deals with calls that are currently in this specific stage

      • Probability now: only include deals with calls that are currently within this probability of being closed - won

      • Amount now: only include deals with calls where the current deal amount is within this range

      • Opportunity type: only include deals with calls with this type of deal

    • Account

      • Industry: only include calls or deals with calls where the account in the deal is in this industry

      • Account type: only include calls or deals with calls where the account in the deal is this type of account

  7. Click Create board.

create_board.png

Note

For a workflow recipe that includes initiative boards, see: Tracking the adoption and performance of strategic initiatives

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