Many sales organizations spend a small fortune implementing a new sales process. For example, expect to pay a trainer $10,000-50,000 to teach the new process to a team of about 25 people for a few hours over a couple of weeks.

Once training’s over, it’s not uncommon for everyone to get excited about the new things they learned, only to eventually revert to their old ways without the sweeping changes you hoped for.

Sound familiar?

In speaking with our customers and other industry leaders, we discovered that getting sales teams to effectively adopt the new sales methodology once it’s rolled out is one of the biggest challenges sales leaders struggle to overcome.

Thankfully, there are ways to make adopting a new sales process easier for teams and leaders alike.

Proper documentation, proactive prompts, frequent inspections, leadership oversight, and automated workflows help ease some of the most common pitfalls that come with transitioning to a new sales process.

Companies that are winning are about delivering the ultimate customer experience.

Here at Troops, we’re always looking for new ways to optimize our own workflows to drive better sales processes and improve the way we coach our reps.

LaunchDarkly, one of the fastest growing SaaS companies (according to the Cloud 100’s Rising Stars), found themselves running in circles in Salesforce. They desperately needed a better way to work together to close their most important accounts as quickly as possible.

In previous posts, we’ve talked about what Account Based Collaboration is, why it’s important, and what type of companies should use it.

Account Based Collaboration is a transformative approach to selling that has emerged in the last few years among forward-thinking B2B sales teams.

As the Head of Customer Success Operations at Dynamic Yield, Rona Yang’s job is clear: equip her team with the tools they need to keep the clients using their personalization platform thriving. After joining the company in March of 2018, she realized much of her time would be spent building out processes to improve the reliability and performance of her team.

Manuel Harnisch is Head of Customer Success at network analytics provider Kentik. His team handles onboarding, continuous outreach, and renewals, with only about 10% of their time going to reactive support.

When executives assist on a deal, good things happen. People love to talk to someone in power and often they are able to elevate the conversation to the right people, with the right talk track.

When Craig Rosenberg conducted training for sales reps at an enterprise software company, he pushed them to consider alternate points of contact to fill their sales pipeline.