Best Practice: Run a Cadence Call

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Cadence calls, or cadenced governance meetings with your Partners, are essential to managing your partner relationships, keeping you in-step on your joint sales plans and progress. Alliances reviewed on a cadence, as opposed to ad-hoc, build stronger trust between partners and decreases the chances that unexpected emergencies will arise. WorkSpan was built to allow alliance managers to quickly review Joint Sales, Solution, or Marketing Opportunity information and status, so your calls are more productive, efficient, and easier to prepare for.

Here’s a look at how to effectively run your cadence calls.

First, manage Opportunities by your Sales Plans. Sales Plans allow you to group all revenue for a central sales initiative in one place. These can vary by Solution, Partner, Region, Team, Quarter or Year, etc. Learn more about Sales Plans, here.

 

Quick Links:

 

Step One: Have a Clear Agenda for a Cadence Call

Cadence Call Agenda Suggestions:

  • Review Joint Pipeline and Pre-pipeline
  • Identify Extremes (good and bad pipeline activity)
    • Good Questions to Ask:
      • What’s closed successfully and how much $?
      • What is not moving forward or how much $ is at risk?
      • What’s the reason behind these extremes?
    • Enablement Needs
    • Lack of Training
    • Desired Updates to Sales Strategy and Process
    • Qualification Criteria (or desired qualification criteria)
  • Review if you’re on Track Toward Revenue Goals for the Partnership
  • Review Quarterly / Yearly Goals with your Partner

 

Step Two: Group or Sort your Opportunities to Reveal Big Strategic Insights

Use Custom Saved Views to easily make sense of your data. Click here to learn how to create custom table views of Opportunities. 

Table views in WorkSpan help you to view and compare rows of data simultaneously. Within table views, you can seamlessly search for your data. Zoom through your opportunities and use the arrows on your keyboard or click to review each opportunity, line by line. 

 

Navigate to your Opportunity Table View

1. Navigate to the Sales Plan Opportunities section within your Sales Plan. For more information about navigation, click here.

2. Here, your opportunities are displayed in a table view. At the top of the table view, your Opportunity stages are listed in tabs. 

3. Click on any of the Stage Tabs to quickly filter by Opportunity stages. Click here to learn even more about the Opportunity table view.

 

Group By Column

1. To group by a column, identify the column you wish to group.

2. Hover over the identified column header and click the “Hamburger” icon.

3. Click “Group by <Column Header>”.

4. Recommended Group and Sorting fields:

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Step Three: Review Activity History on your Opportunities to Identify Blockers or Issues Early

All activities associated with an Opportunity are in one place to help identify friction early. You can keep your collaborators up-to-date, enabled, and accountable, with all the resources they need in one place. Click here to learn how to access your Sales Plan activity log

1. Navigate to the Sales Plan Opportunities section within your Sales Plan. For more information about navigation, click here.

2. Once you have identified an Individual Opportunity that you wish to view more information about, click on the Individual OpportunityTo learn more about the Individual Opportunity Summary tab, click here.

3. Click the "Open" button located at the bottom right of the Individual Opportunity summary tab to navigate directly into the Opportunity Strategy page.

4. Scroll down and click the “Activity Log” tab at the top of the Comments and Activity Log panel.

5. The Activity Log includes system generated activities such as direct updates to the Individual Sales Plan, including updates to associated opportunities, memberships, and tasks/assets.

6. By default, all information will be displayed. To filter the Activity Log, click any of the corresponding filter buttons including “Pipeline”, “Tasks”, “Membership” and “Assets”.

7. Each activity log will include the Member associated with the activity, the action, date, and time. Click on a “Logged Activity” to navigate to the associated activity.

Note: To quickly engage with team members in the Activity Log, you can click on their profile icon to send a direct message.

 

Step Four: Use Comments and Tasks on your Opportunities to Drive Results

Context on the status of your Opportunities are no longer lost in email chains, presentations, tracker sheets, and docs. Comments and Tasks within your Opportunity help you streamline alliance management. Assign more tasks or make comments to push Opportunities down your path to revenue. To learn how to add comments on your opportunities, click here.

1. Navigate to the Sales Plan Opportunities section within your Sales Plan. For more information about navigation, click here.

 

2. Once you have identified an Individual Opportunity that you wish to view more information about, click on the Individual OpportunityTo learn more about the Individual Opportunity Summary tab, click here.

3. Click the "Open" button located at the bottom right of the Individual Opportunity summary tab to navigate directly into the Opportunity Strategy page.

4. On the Individual Opportunity Strategy section, click the “Tasks” tab on the left.

5. In the Tasks section, you can view all the tasks created for the Individual Opportunity. Here, you can comment on Individual Tasks, by clicking the "Comments" icon under the Comments column.

6. Hover over the Tasks section tab on the left and click the “+” button to add a new task.

7. Enter the task summary, description, stage, status, priority, due date, and more. Upload attachments, including files or links, by clicking the “Add” button next to the corresponding field.

8. Once done, click “Create”.

 

Step Five: Manage the Cadence Call in WorkSpan

Running a cadence call in WorkSpan, you can see all your opportunities by Sales Plan, Account, Campaign, Program, or by any data you sort by in your table view of Opportunities.

 

Review All Opportunities in a Sales Plan in Prioritized Table View

1. Navigate to the Sales Plan Opportunities section within your Sales Plan. For more information about navigation, click here.

2. Your opportunities are displayed in a table view. At the top of the table view, your Opportunity stages are listed in tabs. Sort your Opportunities by any view and click an Opportunity to open its corresponding side panel. Click here to learn even more about the Opportunity table view.

3. From here you can complete various actions directly from this panel! To learn how to update your Opportunity directly from the Opportunity table view, click here.

Tip: Go down your account list, get status updates from your partner, & move the ball forward from one simple shared view of your joint pipeline.

 

Smart Ways to View your Opportunities:

  • Sort by Revenue or Pipeline Metric in Goals / Results menu
  • Sort or Group by Market or Region
  • Sort or Group by Account Name
  • Sort by Date “Last Updated On”
  • Sort by Open Tasks
  • Sort or Group by Stage
  • or, by any custom attribute that matters to your team or Partner

 

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