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Boosting CRM time to value with InsideBoard

Leila Daghfous

75% of transformation programs fail to demonstrate any business benefits. The main reason transformation projects struggle to deliver results is always the same: human factors.

Here are a few more data points pertaining specifically to CRM transformations:

  • typically less than 20% of activities are logged in the CRM application (source: Salesforce)
  • 88% of sales representatives admit they don’t fill in contact information properly (source: Introhive).

One could say it is a matter of not having the time to fulfill these tasks, but in reality it is a matter of perceived value. In other words, employees need to understand that data quality not only maximizes their own incentives but also has a positive impact on other business indicators. For example, with better data quality marketing campaigns effectiveness increases and it will also be easier to build action plans that will increase win rates.

Additionally, data quality is a key ingredient in producing reliable forecasts from your CRM.

Without clear vision of the pipeline it is difficult to:

  • rely on automation (Sales process, Customer experience, Marketing automation)
  • have the right level of territory management 
  • support business excellence.

Creating Business Value: Start on the Fast Track, but Go Far

In a white paper published in October 2021 untitled “Future of Work Trends: The Agile Learning Imperative”, Gartner explains “employees will have to upskill continuously and reskill more frequently to survive and thrive amid future-of-work trends from hybrid working to hyperautomation. Agile learning is indispensable to executive leaders for future-proofing employees and the enterprise.”

An Agile Change Model

On top of Agile Learning, Agile Change is a mindset and method of continuous adoption. It provides iterative short bursts applied to achieve longer term outcomes. Agile Learning can dynamically adjust with changing needs. Most importantly, it connects motivated and self-directed employees to the enterprise’s strategic outcomes.

Agile Change is based on 4 pillars: 

  • Business outcomes over knowledge gained
  • Growth mindset over fixed mindset
  • Real-time embedded over dedicated self-development timeframe
  • Community compounding over individual practice

Nourishing employee adoption journeys becomes part of operations and rituals.

Business or area leaders prioritize business and operational outcomes for the coming period. They then deploy the adequate combination of success boosters which will foster best practices inside social communities.

Achievements are periodically measured and fed into the program’s value score

The “All-In-One-Place” Platform For Agile Change Execution

InsideBoard matches the right change booster at the right time with the right employee, leader or program ambassador. It nudges employees to stay on track and enables desired outcomes. It is scalable and personalized to reach everyone. AI and micro-learning modules will automatically tailor learning programs for each employee.

With its open API, InsideBoard communicates with existing business platforms (CRM, Experience Management Platform, Learning Management Systems, Business Intelligence…) to improve individual performance and promote collective intelligence.