Hit the app Menu bar in the upper right corner and choose ARPEDIO Sales.
Now click on the tab page Sales Templates.
Choose an Object, which you want to assess with ARPEDIO.
NB: If this is your first time creating an ARPEDIO template, you need to add a record to your Remote Site Settings. This enables the object to connect with the assessment.
By choosing to create a blank template, you start by creating your first element, and then add areas, topics and questions.
Before we start, there are a few core concepts you need to know: Areas, Topics, Questions, High-level assessment, Stages, Importance and Score
We'll go through the concepts below and guide you step-by-step
STEP 1: Adding the big lines
STEP 2: Narrowing it down with topics
STEP 3: Making it concrete and action-oriented
Adding the big lines
You’ll start by creating the big lines in order to make a holistic point of view by adding an area as the first element. These contain wide perspectives such as e.g. relationships, situation, process, solution, value and similar.
In addition the areas also make sure you don’t miss any blind spots and know what to focus on.
On each level, elements can be ranked depending on Importance (Low, Normal, High), which has an influence on the final Score. By changing an element to “High” the element is weighted against the others within its group. Thus the scores you’ll see while using ARPEDIO depend on the weighting.
Best practice of how to use the importance feature is to set everything to “Normal”. Once done with the whole template, you can tweak a few to “Low” or “High” as you then have the full overview.
By enabling High-level assessment you can create one question for each area, which digs into the core of the perspectives.
Using a high-level assessment is extremely handy when on the go, however it never becomes a substitute for the detailed assessment template. You enable High-level assessment in Template settings.
The explanation should explain to your sales reps why the area in question is relevant, whereas best practice should explain how best practice within each area is carried out within your company.
Narrowing it down with topics
Moving on from this, you’ll be ready to add a Topic to your holistic assessment element.
Topics can be described as more narrow perspectives within an area.
Here's an example: If you created an area called “Relationship” you need to narrow it down at the topic-level. Therefore you can e.g. create a number of topics that specifies various relationships such as:
- Identification of key stakeholders
- Alignment with key stakeholders
- Executive calling plan
It's good practice to enable a guide text. A guide text briefly guides your sales rep to understand the topic in question and why this is relevant.
Making it concrete and action-oriented
By adding Questions you narrow down your perspective within the element even further and thereby make it concrete and practical.
Questions are also where you concretize best practice in actions. Two of the same questions can have the same value, though be tweaked in a way where you are in no doubt what is best practice.
What to remember when creating questions
- A good thing to have in mind is, that questions below a certain topic should fully cover the topic.
- Make a quick brainstorm regarding what needs to be done in order to meet best practice within your organization before writing the questions.
- Furthermore, the questions should be spot on and clear. Move out all passive terms and abstract words and find someone to test your questions on.
- Another focal point is to limit the number of questions in total. Otherwise it can quickly sum up. Discuss with your sales reps how many questions are needed.
- Also make sure that the question are "closed questions".
Besides defining the importance when you add a question, you should also define Required to reach stage. Based on the sales rep answers the questions, this will define on which stage the sales rep is.
Once you have defined your questions, click on the tab Answers to define custom labels for answers as well as adding or removing possible answers. For in depth explanations of how the scoring works see About importance and score.
The final result when doing an assessment will then be similar to the image below.
Now, you're ready to add an Action Plan. Here's help.