CRM Opportunity Management Guidebook

Swagelok Alabama | West Tennessee

Vanessa CarmackBrent Pritchard

CRM Opportunity Management

• Distributorship decided to rollout Opportunity Management

• 1st attempt at rollout was unsuccessful (2011)• Sales Team disengaged with CRM because of failed

rollout• 2nd attempt at rollout required fundamental resources

(2015)

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Collaboration for Success

• Strategic Plan / DOP alignment• Building block approach• Marcom collaborated with Sales Team to develop

program and content

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Sales Pipelining as a Planning Tool

• Sales Pipelining – drives accountability and visibility

• 1-2-4 Opportunity Management inspired by Jack Welch

• Sales Funneling helps develop the Sales Pipeline

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Rollout and Sales Team Communication

• Individual hands-on training, group trainings at Sales Meetings

• Sales Manager coaching to Sales Team

• Created job aides for each opportunity and process

• Job aides provided Opportunity Management examples for the Sales Team to model

• Developed into field reference guide

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Results

• Prioritize sales efforts• Record actionable events against significant projects• Streamlined internal processes• Updated Strategic Plan to include Lead Management

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