Host a Team Kickoff

Overview

Once you’ve pressure tested your templates with customers and a select group of reps, you’re ready to roll out wide. 
 

Step 1: Bring on the hype!

• Feedback is more meaningful to sellers when it comes from their peers. Have your workshop team share how Align helped them sell faster and easier.
• Include stories from sellers, deal inspection and any buyer feedback 
• If reps say “I’m not sure my buyer will use it," assure them that serious buyers want to know what’s next
• Need help? Clari Customer Success is always happy to make a guest appearance. 

Step 2: Set expectations 

• Be clear what types of deals will need a MAP and that moving forward MAPs will drive deal inspection. Then, inspect what you expect! Managers should leverage MAPs for deal inspection during 1 on 1s.
• Be clear that MAPs should always be customized per deal, especially the Value Prop.
• Remind them of the work they don’t have to do anymore because Align takes care of it. 

Step 3: Seller activation 

• Have Clari enable everyone’s accounts.
• Show reps how to create a MAP from a template using an old opportunity.
• Role play when and how to intro a MAP and how to increase buyer engagement.
• Work with Clari to set up a cadence for tips and tricks emails.

Pro Tip:

Adding MAPs to your regular workflows does not require a big change: Just keep your initial effort simple and based on what your reps are already doing.

Resources

• Align Rollout Team KO Deck
• Clari Mutual Action Plans 1 pager