Make Friends with Your CRM to Unearth the Secrets of Your Top Sales Reps

  • Jeff Ainsworth, ACTO Technologies

Your CRM tells you who your top sales reps are, but how do you know what makes them great? When it comes to your training, how do you know what’s working and what’s not? Learn how to unearth the secrets of your top players with two key tools: Your CRM and your learning behavior data. Right now, the data sitting in your CRM can seem overwhelming, but something as simple as asking your Data Analyst to send you an Excel sheet of your top 10 reps and analyzing their behaviors can give you visibility into what’s happening in the field. Now, you can finally identify what’s going right and scale that across your organization through training, and prove your ROI.

In this Data Lab, you will explore the consolidated dashboards of an anonymized, real-world case. You will see firsthand how you can take your CRM data to the next level by identifying objective behavior patterns to validate the impact and ROI of your training.

  • Date:Wednesday, June 5
  • Time:9:30 AM - 9:50 AM
  • Room:Learning Lab 3 - Longhorn D
  • Location:Learning Lab 3 - Longhorn D
  • Session Type:Learning Labs
  • Submitter Name: Khan, Taebah
  • Submission Date (CST): 11/01/2019 12:36
  • Session Level: Beginner
  • Submitter Email:
  • Session Length: 20 Minute Micro-Learning
  • How are you planning on keeping the learners engaged during this presentation?: Hands on workshop with actionable insights, speakers with firsthand industry experience, and relatable, real-world stories
  • Learning Objective 1: How to leverage CRM data to drive better training objectives and programmes
  • Learning Objective 2: How to use sales rep behaviour and content engagement data to drive strategic value for sales tactics and performance
  • Learning Objective 3: How to create a learning index and correlate it with sales key performance indicators to demonstrate training ROI
  • What is the topic your workshop will cover and how is it relevant to the industry?: By bringing together CRM and training, there is an opportunity to maximize the ROI of CRM investments and drive tangible training outcomes
Jeff Ainsworth
ACTO Technologies