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Structuring your CSM team for growth

About me: Trying to raise three children…

• Pipeline Management

• Sales Forecasting

• Sales Coaching

Your Solution for Sales Analytics

Million Dollar Insights

• Visual

• Actionable

• Timely

• Accessible

• Affordable

…for those without million dollar budgets

Introduction/background

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Introduction/background

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Findings

Introduction/background

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Best Practice

• Picture of climbing mountain

Best Practice

Best Practice

• Invest ahead of the problem

Best Practice

• Picture of gears

Best Practice

Introduction/background

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Changes we’ve made

Introduction/background

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Before:

Acct Mgmt Support

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After:

CSM Support

Introduction/background

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After:

CSM Support

Training

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After:

Sr CSM

Mid CSM

Jr CSM

Support

Training

Introduction/background

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After:

Sr CSMSupport

Mid CSM

Jr CSMImplementation

Training

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Take-aways/lessons learned

• Remember: Change management is hard

• What do you think is the most important

lessons?

• If you were to do it again, would you do

anything differently.

Q&AQ & A