卖方成功计划Seller success plan

销售部门对任何公司而言都是最赢利的,但由于销售员的工作方式的变化,其效率可能会不可预测。Sales departments are the most profitable for any company, but their effectiveness can be unpredictable because of the variability in how salespeople work. 考虑到这一点,工作区分析提供了卖方成功计划。With this in mind, Workplace Analytics offers the seller success plan. 其目的是帮助销售组织了解有关各种行为的详细信息,这些行为区分其最成功的销售人员,并生成有助于销售人员获取这些行为的计划。Its purpose is to help sales organizations learn more about the behaviors that differentiate their most successful salespeople, and build plans that help salespeople acquire those behaviors.

仅通过为其提供更多数据,卖家成功计划的目的并不是让卖方更高效。It's not the purpose of the seller success plan to make sellers more productive simply by giving them more data. 相反,它旨在鼓励卖方反映其使用时间有限的方式,并做出与公司的战略优先级一致的使用时间的决策。Rather, it aims to encourage sellers to reflect on how they use their limited time, and to make decisions that align their use of time with the company’s strategic priorities.

此计划显示了见解,以帮助销售人员以最佳的时间使用有限的时间来最大限度地提高工作效率、转换率和销售收入。This plan displays insights to help salespeople optimally use their limited time to maximize productivity, conversion rates, and sales revenues. 在这种情况下,工作效率定义为花更多的时间与适当的客户集合,构建客户网络,并根据需要在战略客户会议中涉及经理和领导。In this case, productivity is defined as spending more time with the right set of customers, building customer networks, and involving their manager and leadership in strategic customer meetings, as needed.

创建卖方成功计划Create a seller success plan

角色: 分析师或有限分析师Role: analyst or limited analyst

先决条件: 若要创建卖方成功计划,必须上载 CRM 数据。Prerequisite: To create a seller success plan, you must have CRM data uploaded. 有关详细信息,请参阅 Workplace Analytics 中的 CRM 数据For more information, see CRM data in Workplace Analytics.

完成以下任务以创建和运行卖方成功计划:Complete the following tasks to create and run a seller success plan:

  • 创建计划:执行创建计划的初始步骤。Create the plan: Take the initial steps to create a plan.
  • 选择参与者:通过上载 .csv 文件或使用筛选器为计划选择参与者。Select participants: Select participants for the plan either by uploading a .csv file or by using filters.
  • 启动计划:验证参与者列表后,请为其启动计划。Start the plan: After your list of participants has been validated, start the plan for them.

创建计划Create the plan

  1. 打开 工作区分析Open Workplace Analytics. 如果出现提示,请使用你的工作帐户登录。If prompted, sign in with your work account.

  2. 在左侧导航窗格中,选择 " 计划"。In the left navigation pane, select Plans.

  3. 在 " 计划 " 页上的 " 可用计划" 下,在 " 卖方成功 " 卡上,选择 " 立即启动"。On the Plans page, under Available plans, on the Seller success card, select Start now.

    "计划" 主页

    将打开 " 卖方成功计划 " 页:The Seller success plan page opens:

    新卖家成功计划

  4. (可选) 更改默认名称中的计划名称。(Optional) Change the plan name from the default name.

  5. 转到 " 选择参与者"。Go to Select participants.

选择参与者Select participants

如果您有特定的组,则可以通过以下任一方式标识组:If you have a particular group in mind, you can identify the group in either of the following ways:

上载 .csv 文件Upload a .csv file

先决条件: 一个 .csv 文件,其中列出了要参与计划的员工。Prerequisite: A .csv file that lists the employees you want to participate in the plan. 此文件的格式很简单:单个列中的电子邮件地址列表。The format of this file is simple: a list of email addresses in a single column. 若要获取此文件,您可能已将其从 HR 系统中导出。To obtain this file, you might have exported it from an HR system.

  1. 获取要上载的 .csv 文件。Obtain the .csv file to upload.

  2. 选择 " 上传 .csv 文件"。Select Upload .csv file.

  3. 选择 " 浏览",选择一个 .csv 文件,然后选择 " 打开"。Select Browse, select a .csv file, and then select Open.

  4. 上载文件后,选择 " 验证"。After the file has been uploaded, select Validate.

    工作区分析验证每个潜在参与者。Workplace Analytics validates each potential participant. 工作区分析报告组是否已成功验证,同时还会显示生成的所有警告。Workplace Analytics reports whether the group successfully validated, and it also displays any warnings that are generated. 有关详细信息,请参阅 验证For more information, see Validation.

  5. 在组成功验证且参与者数量达到或超过了最小组大小之后,可以继续执行所选的组。After the group validates successfully and the number of participants meets or exceeds the minimum group size, you can proceed with the group that you selected. 转到 "开始" 计划Go to Start the plan.

使用筛选器Use filters

  1. 选择 " 使用筛选器"。Select Use filters.

  2. 添加筛选器以定义您的组。Add filters to define your group. 例如,在字段中选择 " 组织"、" 等于" 和 " 销售额 ",以选择作为您的组在销售中工作的人员。For example, select Organization, Equals, and Sales in the fields to select the people who work in sales as your group.

    (可选)添加更多函数类型以展开此组,或添加更多筛选条件以优化选择:Optionally, add more function types to expand this group, or add more filtering criteria to refine the selection:

    使用筛选器查找组

  3. 在选择了组 (的参与者) 后,选择 " 验证"。After you have selected the group(s) of participants, select Validate.

    工作区分析验证每个潜在参与者。Workplace Analytics validates each potential participant. 工作区分析报告组是否已成功验证,同时还会显示生成的所有警告。Workplace Analytics reports whether the group successfully validated, and it also displays any warnings that are generated. 有关详细信息,请参阅 验证For more information, see Validation.

  4. 在组成功验证且参与者数量达到或超过了最小组大小之后,可以继续执行所选的组。After the group validates successfully and the number of participants meets or exceeds the minimum group size, you can proceed with the group that you selected. 转到 "开始" 计划Go to Start the plan.

启动计划Start the plan

  1. (可选) 更改 计划持续时间的日期。(Optional) Change the dates of the Plan duration. 通过编辑计划的开始日期来执行此操作。Do this by editing the start date of the plan.

  2. 选择 " 创建计划"。Select Create plan. 这将为计划参与者启动计划。This starts the plan for the plan participants. 有关其体验的概述,请参阅 参与者体验For an overview of their experience, see Participant experience.

任务备注Task notes

ValidationValidation

选择 " 验证" 后,"工作区分析" 将检查潜在计划参与者的许可证。After you select Validate, Workplace Analytics checks for licenses of potential plan participants. 参与者必须同时具有 MyAnalytics 许可证和工作区分析许可证。Participants must have both a MyAnalytics license and a Workplace Analytics license. 如果用户缺少任何许可证,或已选择退出了 MyA,则会生成错误并显示该用户。If the user is missing either license, or has opted out of MyA, an error is generated and displayed for that user. 然后,将从 "潜在计划参与者" 列表中删除该用户。That user is then removed from the list of potential plan participants. (在验证结果中,您只会看到找到其错误的用户数;不会标识任何单个用户。 ) (In validation results, you see only the number of users for whom errors were found; no individual users are identified.)

在验证检查运行后,如果最终参与者列表中有足够的人来满足或超过为组织设置的 最小组大小 ,则可以在创建计划时继续使用此组。After the validation checks have run, if the final list of participants has enough people to meet or exceed the minimum group size set for the organization, you can continue to use this group in creating your plan.

参与者体验Participant experience

角色: 不需要任何特殊角色。Role: No particular role is required. 唯一的要求是参与者 同时 具有 Workplace Analytics 许可证和 MyAnalytics 许可证。The only requirement is that participants have both a Workplace Analytics license and a MyAnalytics license.

在卖方成功计划启动后,其参与者每月都会收到一封量身定制的电子邮件。After a seller success plan starts, its participants receive a tailored email every month. 首先总结了销售人员如何在上个月的内部和外部协作中花费时间。It starts by summarizing how the salesperson spent their time in internal and external collaboration during the preceding month. 卡片显示对相似角色中的人员的外部和内部协作的拆分方式。这可以帮助卖方将其协作模式与对等项进行比较。The card displays the split between external and internal collaboration for people in similar roles; this can help sellers compare their collaboration patterns with their peers. 将为计划中的所有参与者计算这些号码。These numbers are calculated for all the participants in the plan.

电子邮件顶部

此电子邮件可以包含多个描述性卡片中的任何一张,其中每个都提供了可帮助参与者更有效地工作的目标建议。This email can contain any of several descriptive cards, each of which offers targeted suggestions to help participants work more effectively. 以下各节介绍了这些卡:The following sections describe these cards:

客户的时间Time with customers

" 客户 卡片" 中的时间显示了在过去一个月内,卖方如何与客户一起花费时间。The Time with customers card displays how sellers spent their time with customers over the past month. 其图表反映了以下内容:Its chart reflects the following:

  • 上个月的每个客户的 协作总小时数The total Collaboration hours with each customer during the preceding month.
  • 更改百分比:来自该帐户的上个月的更改(以协作小时为单位)。Change %: the change from the preceding month in collaboration hours for that account.

其目的是帮助卖方根据客户的各自的潜能来确定他们是否与客户进行了最佳花费时间。Its purpose is to help sellers decide whether they are spending time optimally with customers according to their respective potential.

客户的时间

参与深度Depth of engagement

接洽卡片的 深度 显示了帐户中的不同人员数量,在最近28天内卖家有一个或多个 有意义的交互The Depth of engagement card shows the number of distinct people in the account with whom the seller had one or more meaningful interactions in the last 28 days.

参与深度

管理器交互Manager interactions

您的经理花费时间和关注的人员对销售员的成功至关重要。Spending time with and getting attention from your manager is important for the success of salespeople. _经理交互_卡片上的图表显示销售人员在与特定客户的会议中花费的时间。The chart on the Manager interactions card displays the time the salesperson spent with their manager in meetings with particular customers.

管理器交互

浏览Explore

摘要中的最后一张卡片是 "浏览" 卡片。The final card in the digest is the Explore card. 在此卡片上,选择 " 浏览 " 以打开 "MyAnalytics 网络" 仪表板,该仪表板显示上个月内与您主动连接的人员数。On this card, select Explore to open the MyAnalytics Network dashboard, which shows how many people you actively connected with in the last month.

浏览卡片

卖方成功 Q &Seller success Q & A

问题 1.Q1. 作为卖方成功计划中的参与者,我将在计划中参与的过程中收到帮助我的指南。As a participant in a Seller success plan, what guidance will I receive to help me during my participation in the plan?

A1.A1. 在计划开始后,你将定期收到一封量身定制的电子邮件。After the plan starts, you will regularly receive a tailored email. 在上个月的内部和外部协作中,此邮件的起始日期汇总了你花费的时间。This mail starts out by summarizing how you spent your time in internal and external collaboration during the preceding month. 有关详细信息,请参阅 参与者体验For more information, see Participant experience.

问题 2.Q2. 为什么我收到这封电子邮件?Why am I receiving this email?

A2.A2. 您将收到每月 "卖家 insights" 电子邮件,以便您可以直观显示与销售相关的行为的各个方面。You receive the monthly "Seller insights" email so that you can visualize aspects of your sales-related behavior. 此电子邮件中的见解和建议基于最近与客户和合作伙伴的协作,可帮助您在帮助您的销售工作效率的目标方面进行课程纠正。The insights and suggestions in this email, which are based on recent collaboration with your customers and partners, can help you make course corrections with the goal of helping your sales productivity.

问题 3.Q3. 我应如何处理此电子邮件中的信息?What am I supposed to do with the information in this email?

旁.A3. 这取决于具体的洞察力。It depends on the particular insight. 例如,您可以将 时间与客户数据结合 使用,以在您花费的时间与特定客户的通信量之间进行大幅或小的变动。For example, you can use the Time with customers data to make large or small shifts in the amount of time you spend communicating with particular customers.

问题 4.Q4. 此电子邮件包含描述我的工作区行为的图表。This email contains charts that describe my workplace behavior. 此数据来自何处?Where did this data come from?

A4.A4. 在每周的基础上,工作区分析从 Office 365 中接收到有关电子邮件、会议、通话和聊天的一周的协作数据的副本。On a weekly basis, Workplace Analytics receives from Office 365 a copy of the preceding week's collaboration data about the emails, meetings, calls, and chats that took place. 此外,组织中的管理员会定期将两组数据上载到工作区分析:组织数据 (有关员工) 的描述性数据,以及 CRM 数据 (例如,客户帐户信息、销售记录和采购历史记录) 。Also, the admins in your organization regularly upload two sets of data to Workplace Analytics: organizational data (descriptive data about employees), and CRM data (for example, customer account information, sales records, and purchasing history). 然后,Workplace Analytics 将这些数据流集中在一起,以揭示它在卖家 insights 电子邮件中提供的见解。Workplace Analytics then processes these data streams together to uncover the insights that it presents to you in the seller-insights email.

问题 5.Q5. 其他人可以查看有关我的这些数据?Who else can see this data about me?

A5.A5. 您在卖家 insights 电子邮件中看到的数据是你自己的数据,只有你有权访问它。The data that you see in the seller insights email is your own data and only you have access to it. 你的经理、你的管理员和你的团队成员无法看到它。Your manager, your admin, and your teammates cannot see it. 如电子邮件本身的顶部所述,此数据仅用于您的眼睛。As is stated at the top of the email itself, this data is for your eyes only.

问题 6.Q6. 此数据是否可以用于其他用途?Could this data be used for other purposes?

A6.A6. 没有任何机制或选项允许任何人(除非您 purposefully 并独立共享此信息),但您仍可访问您在此电子邮件中收到的个性化信息。There is no mechanism or option that allows anyone but you to access the personalized information that you receive in this email, unless you purposefully and independently share that information. 此功能提供的数据和见解不能用于自动决策或进行分析。The data and insights provided by this feature cannot be used for automated decision-making or for profiling.