Adoption: what makes sales reps want to use Qvidian
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What makes sales reps want to use Qvidian? Having a tool that helps the sales force pull together a dynamic proposal efficiently. The challenge? To design a document type for ease of use while having flexibility to meet different client needs, engaging partners, training a decentralized sales force, keeping it current, and changing with the times.
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Adoption: what makes sales reps want to use Qvidian
- 1. Adoption: What makes sales reps want to use Qvidian? Session Title HereNancy Moorcroft Royal Bank of Canada
- 2. Nancy Moorcroft Sr Mgr, Strategic Proposals & Sales Effectiveness Royal Bank of Canada (RBC) • Principle RFP Coordinator for top tier clients • Proposal tool developer and administrator Contact: nancy.moorcroft@rbc.com About Me
- 3. • Who are we • Our challenge • The solution • Training a decentralized sales force • Keeping it current • Lessons learned Agenda
- 4. Who are we
- 5. • Largest FI in Canada • Coast to coast branch coverage • One of the safest banks in the world Who is Royal Bank of Canada (RBC)?
- 6. Our reputation • Global Finance MagazineBest Bank in Canada • J.D. Power’s 2016 Canadian Retail Banking Satisfaction Study Highest in Customer Satisfaction • Retail Banking InternationalGlobal Retail Bank of the Year • Moody’s Investors Service One of only a handful of banks globally with an Aa3 rating • Fortune Magazine One of the World’s Most Admired Companies
- 8. Our challenge o Decentralized sales force o 190 users o 6 divisions o 2 languages o 200-400 RFPs o >4000 proactive proposals o Draw from > 120 products o Single or multi product proposals o Adjust for combination of services
- 9. Ease of use Address division/region/language differences Speed producing first draft What are sales reps looking for? • Focus on client’s needs • Flexibility in level of detail • Professional presentation
- 10. The solution
- 11. Are you using a doc type in Qvidian today?
- 12. • One size fits all doc type • Divisional selections • Multi-level selections • Adjustable for time zone • Aligns with library structure The solution
- 13. Doc type design…One size fits all
- 14. User survey results 70% of sales staff use the Library to find content 80% of sales staff use doc type to create proposals 70% of changes come from user feedback 85% of sales staff use more than once a week
- 15. Training
- 16. • Learn about our products • Answer client questions • Efficiently produce repeat proposals • Adapt content to fit the situation • Write an effective executive summary • Showcase value proposition • Word tips Training focus…not just how to use Qvidian
- 17. • Initial Webcast Training • Cheat sheets • Lunch and Learn • News & Announcements • Quick tip videos • New release videos Training methods
- 19. • Encourage user feedback • Engage SMEs regularly • Regularly review styles/branding • Expand reach Keeping it current…engaging partners
- 20. • Expand product reach • Incorporate industry specialization • Segmented doc types • Automate expiry reviews/updates • Add Account Managers • Align with pitch books What’s next?
- 21. Lessons learned
- 22. • Ensure continual executive support • Invest in administration resources • Focus on education • Refresh look regularly • Engage Qvidian’s help • Plan for change Lessons learned
- 23. • Speak their language • More than a proposal generator • Identify time savers • Expand their product knowledge • Act on their suggestions • Adapt to change • Make it fast and easy to use! What makes sales reps want to use Qvidian?
- 24. Tell us what you think