At a recent customer meeting we ended up with this drawing on the whiteboard: If a picture says more than a thousand words, then this illustration says more than a thousand blog posts. Lets break it down.
In most companies this is three different sizes with little or no interaction between Operations, Training and Enablement.
The ability to deliver an accurate forecast and monitor a sales pipeline is crucial to every business.
Whenever you discover that the pipeline is inadequate you start thinking something like this: We need to train our Sales people. They should be better at closing and developing business. They need training.
HR typically runs with training. Investigate the market. Selects a vendor. Selects a sales methodology applicable (or not) to your business. Send sales people to training. Sales people return from training - fired up with enthusiasm. And within a couple of weeks everybody is back in the old routines - business as usual.
So everybody is pointing fingers at the tools at hand. CRM is too administrative. Sales people will not spend endless hours updating CRM only to find that their efforts have no impact for them on a personal level. No integration to other business systems. Data are redundant. No access to business specific data unless you are behind your desk (with no customers in sight).
What is ARPEDIO?
Well ARPEDIO is the link between Training, Enablement and Operations.
We provide a tool that sales people actually want to use - because they are empowered and the tool actually helps them become more efficient and thus better at what they do.
The ARPEDIO Heat Map offers a unique insight into the quality of your pipeline and gives you a very accurate sales forecast. Trainingwise you don't have to adopt a specific (and sometimes ancient) sales methodology and send sales people on expensive training. In most cases you already know the sales best practices within your industry and you just need a tool that helps reps do the right things at the right time in the sales cycle. Use your own language.