named a in the Gartner's
Magic Quadrant for
- Low-code platform
“Best practice” always sounds to me as a mantra of management consultants. It seems that every conscious manager would like to implement best practices inside their own organization. In most cases it also sounds like something external and invented in a laboratory of some best of breed companies. Without any doubt, one of the core competences of a leader is to generate best practices. However I can declare it is a blunder not trying to search for best practices inside your own organization even if you are not #1 yet. Exactly you and your colleagues do have the unique knowledge and “know-hows”.
The most difficult task is to recognize this knowledge, unify it and transfer through to all in the organization making best practice your own standard. Just imagine how you can improve your performance when you capture best practices, distribute them for all of the teams and practice make them in your day to day activity.
Business Process Management (BPM) approach helps to put on the wheel these practices and enable you to drive innovations on a regular basis. So, let’s try to define how your organization can ensure this. Let’s consider sales best practices as one of the highly-valuable processes in CRM cycle.
Every organization has outstanding employees who are simply the best in their field. And even if you don’t have them right now just look around and you can easily find former sales stars among your executives or in your own chair :). The best sales reps perform better because of different reasons: they are more productive and try harder, they use more creative approach during sales planning and execution, they are more skilled etc. So summarizing and simplifying, we can assume that the best sales reps act differently. What if you can map their typical sales activities and compare them with activities of average player in sales department? You will see the difference. So you will be able to align sales productivity and increase win rates by placing actions of your best sales rep as a standard for the entire team and executing this process in your BPM/CRM solution.
Here are the steps you should follow to implement the mentioned approach:
Critics may argue that the actions of the best reps are an art, not a practice. Nevertheless I think that even an art can be dismantled and the features generalized. Of course the devil is in the details but major priority is to increase effectiveness. You don’t need to copycat all actions and create ideal embodiment of success; you need to improve typical practices in your team enriching them with best practices.
Another option is an empiric-based model where you can discover and collect knowledge using flexibility of choices in business processes. As I mentioned above from day to day your sales teams have been executing typical flows of actions using different approaches, steps etc. Some of these flows are quite effective (in terms of win rates, time and specific KPI’s) and some of them are not. In order to boost the performance and simplify time-consuming actions you ought to create business process in your CRM/BPM system and allow multiple outcomes for every single step (sales rep can decide to proceed not only with recommended next step but also with any other). By implementing this technique you will be able to see the big picture of execution and compare your general process with other steps, even those which you never take into consideration.
So here is the action plan:
Here is a sample Process Statistics Report which was built in BPMonline CRM to help make right decision in streamlining processes.
Please bear in the mind that BPM approach can be the only “trusted-advisor” for you to ensure smart and comprehensive decisions. All improvements should be based on strategy and experience. However this cutting-edge technology can be a great tool to enrich your practice and allow you to act differently and more effectively than competitors.
CEO and Managing Partner Creatio
The last 17 years have been an incredible journey for our team at bpm’online. When we started the company, it was just a handful of young graduates with big dreams, ready to work hard to achieve them.
Over the years, we have experienced lots of ups and downs of growing and running a business. However, there has always been one thing that inspired us: the powerful, unique solutions created on the bpm’online platform by our community of partners and customers, many of whom I am proud to call friends.
Our customers and partners use bpm’online platform and CRM solutions to bring business ideas to life through automation. Solutions that they create reflect unique differentiation of their companies, these solutions are their own creations. It is in the DNA of our customers and partners to generate ideas, create, and to change the status quo. And we’re thrilled to honor and support the creators in each of them!
With that, I am very excited to share the news… Our company has changed its corporate and product names to Creatio!
The new name reflects our strong belief that everyone will become a developer, able to automate ideas and create custom solutions in minutes. We call these solutions “creatios.”
We have rolled out the Creatio renaming on October 30, 2019. I hope you’ll enjoy a recording of an online launch event at creatio.com/new-watch
While our name is changing, the strategy, products, our team and commitment to empowering our users with the best low-code / no-code BPM platform and sophisticated CRM products remain the same. The new name only reinforces our vision of creating a world where any business idea can be automated in minutes.
Please visit our FAQ page for more information on the renaming process. As always, I'd appreciate your feedback and I'm happy to answer any questions.
CEO and Managing Partner