What is a SPOG?

Can you relate to any of these statements?

I want my salespeople to follow a repeatable Sales Process.

I want my CRM to help us sell more.

All my salespeople do not follow best practices set by our top salesperson

My salespeople seem to just throw things into CRM

I want my salespeople to be able to get up to speed quickly with our sales process?

Our CRM does not support our sales process

My salespeople know how to use CRM, but they all put in information in different areas.

I am not getting the sales performance reports I need.

My sales process activities just create busy work for my salespeople

A SPOG can help you!  SPOG stands for Sales Process Operations Guide and is more than a sales playbook or process map. SPOG is really about how to get the most out of CRM for your sales process.

Can I build a SPOG rather than paying you to do it for me? Absolutely!

You or one of your team is the most qualified person to create a SPOG and we would love to train you how to do it!

All too often, businesses get a CRM system thinking that alone will help them achieve more success in the marketplace. CRM however is just a tool, and to get the most out of a tool, it needs to be utilized correctly. To get the most out of your sales and marketing team, a SPOG is critical! In using a SPOG your personnel in sales and marketing will learn how what they do fits together and how it contributes to the organization. This will generate teamwork within your organization that pep talks and financial incentives cannot.

Prosoft has been working with Dynamics CRM since version 1.2 (2003) and customizing / building XRM applications since version 3.0. This gives Prosoft the unique position of knowing all the shortcuts, limitations, and capabilities of CRM to helping you build a SPOG for yourself. 

A SPOG has  5 goals:

1. Define your Sales Process and Sales Scenarios

2. Customize your CRM to meet your Sales Process

3. Create a repeatable sales process so everyone from sales to marketing knows what to expect, and when to expect it.

4. Create a common language to assist the customer

5. To be able to create realistic goals and measurements to see how your sales and marketing people are doing, and what areas need improvement.

When these goals are achieved, you will get the metrics desired, your data will be in CRM, and you will win more deals.

What is in a completed SPOG?

1. Sales & Marketing Area

   1. A Sales Playbook – The sales playbook will show each sales person and marketer the goals of each sales stage and how to effectively accomplish them.

   2. Sales & Marketing Training – The playbook is pointless if your sales and marketing team are not trained in how to use it.

   3. Supporting Resources – Proposal Templates, Sales Process Maps, etc

2. Sales Manager Metrics

   1. Reports - Pipeline reports, sales percentages, and probability of close. These are just a few of the tools that sales managers will have to help them effectively manage the sales and marketing teams.

3. CRM Customization – What needs to be customized.

   1. Opportunity Design – What steps need to be taken to effectively deliver what was sold

   2. Workflow Design – Create workflows to automate tasks and have your sales people sell instead of doing busy work

Click here to learn how to implement your SPOG!