Kadient Community Forums

Not a community member? Click here to register.

Forums > Solutions > Product How-To's
Subject: Maximizing Use of Express
Prev Next
You are not authorized to post a reply.

Author Messages
Jennifer ParksUser is Offline

Posts:1
09/25/2007 9:10 AM  

We're about two months into using Express for our field sales people and I'm trying to find some ways to encourage the transition from our old system to our new one...does anyone have any good ideas?  What's worked for you?  Any suggestions are welcome!

Thanks,

Jen
Ed SpragueUser is Offline

Posts:1
09/26/2007 4:48 PM  
Hi Jen,
here at Lenovo I see the same challenges with out adoption rates. One method to move the reps over is to remove content from any other source. As part of the training we communicated that they will need to go to incite for Presentation and RFP content. I recently shut down our Web Publisher tool so they have no choice but to use the new tool. Just make sure you explain this in training and continue to offering follow up training sessions. Hope this helps.
Kelly FurmanUser is Offline

Posts:25
12/13/2007 11:15 PM  

I'm having the same problem. I've recently started an advertising/PR push to the sales team. I've been working with the marketing team so that when they have new content that is ready for release, I've already uploaded it to inciteKnowledge before it is live for sales.

I'm starting to send out biweekly What's New in the RFx" emails to sales announcing when the new content is available on incite. This is my "You Asked for It, You Got It" push. I'm also going to be gradually removing/hiding the old content. My hope is that the one-two punch of reminding sales that they have access to inciteKnowledge and it has lots of good content combined with slowly taking away the old stuff will make them change their habits without making it seem forced.

--Kelly
Deirdre SommerkampUser is Offline

Posts:9
12/29/2007 11:27 PM  
Some clients are having great adoption success by...

- hosting a series of brief 20 to 30-minute web-based training sessions for their Sales teams

- posting the inciteKnowledge User Checklist (quick reference available from your Client Manager) on the Featured Items section of the Home page

- creating a few Blueprints for Sales (e.g., Proposal starters, Presentation starters) and adding them as Featured Items on the Home page

- posting brand new content as Featured Items on the Home page

- adding links on the Home page to useful sites that Sales frequents: One Source, Intranet, etc.

- having a few key Sales people use it and share their experience with others (adoption from the bottom-up becomes easier when a few key Sales people become convinced they can pull content from inciteKnowledge quickly and easily, demonstrate that to colleagues and help develop usage in an ad hoc, social way in line with actual needs)

- having a few key Sales people (e.g., top performers) send an email to their colleagues announcing their corporate-approved content is now available for all to use in inciteKnowledge

- having a few key Sales people spend an hour on inciteKnowledge looking at it from a usability point of view. Does the directory structure make sense? Does Sales call specific categories something else? The directory structure should be in the "lingo" that Sales actually uses so they can find their content easily via directory structure (left navigation) or via search

- encouraging and rewarding feedback (contests) / responding quickly to all feedback and including some feedback in emails to Sales about changes made in the Sales Library as a result of feedback

- reminding Sales they can get info they need for routine emails from content in inciteKnowledge / creating a category for email templates in addition to items like cover letters

- having the link to inciteKnowledge appear in the company's Sales Toolbox or other Intranet areas Sales frequents

- creating Favorites and sharing Favorites with Sales / encouraging Sales to share "winning" Favorites (assemblies) with others

- ensuring Auto Prompts are being used to personalize content quickly and easily / use of Lists to make it easier for Sales

I'm sure there are many more suggestions out there... Who's next?
You are not authorized to post a reply.
Forums > Solutions > Product How-To's > Maximizing Use of Express