Playbook has 3 main overall processes intended to help any SaaS company:
- Onboarding – which you do when you sign up to setup your account and Revenue targets (among other things)
- Regular CRM operations (activities, deals, closures, etc)
- Monthly Commits – where you commit your CRM data for the month for recording purposes
1. Onboarding
Read more here.
2. CRM Operations
Deals, Pipelines & Activities
3. Commits
Monthly and Yearly – Commit Achieved numbers
So, what is this “Commit” anyway?
In my experience I have seen sales people make a few mistakes in their deals management. Either they’ll put a deal to won when not won or commit to a win and them move to lost after a few days or something else or the other. What this does is skew the reporting data which is generally pulled dynamically “as on at that time”. So let’s say a WON report was pulled on the 31st of the month (when that deal was set to WON with a deal value of $1000) and then the same report was pulled for that month a few days later (when that deal was put to lost) the reporting data is going to show different figures.
Then the question arises – which is the correct data? Technically both are correct since they were taken at different times. Can we always fault the sales person for this? Maybe, maybe not – it always depends on various factors. So, let’s not go there…
To solve this problem we bring in a process called “Commit”. Commits are a threefold process:
- Sales rep commit
- CxO/Manager Commit
- CEO Commit
1. User Commit
User commits her previous month achievement number
2. CxO/Manager Commit
Manager confirms the Team Achievement once all the team members have committed
3. CEO Commit
Then, CEO commits achievements for the organization
It's nothing complicated. And quite simple. A rep commits her numbers, a manager her team's numbers, and finally CEO her organization's numbers. To get a full picture as a company, as a team and as a user.
That’s all folks! Do leave a comment if you have anything to say :-D.
