To properly take advantage of ARPEDIO sales features you will ned to get a grasp of the various terms involved.
Below we will introduce you to the following features and terms in ARPEDIO Sales:
- Understanding the question hierarchy
- High-level assessment
Understanding the questions hierarchy
When you make an assessment you’ll answer different best practice questions made by either ARPEDIO or your organization. The questions you’ll see will be ordered in a hierarchical maner. Namely:
Areas are the big lines. The areas take an holistic point of view and accordingly contain wide perspectives such as relationships, situation, process, solution, value just to mention a few. In addition the areas also make sure you don’t miss any blind spots along your road and know what to focus on. Areas can also be described as the building blocks.
Subsequently come the topics, which narrow down the areas making it more action orientated. An example of a topic under the Area ‘Relationship’ could be ‘Identification of key stakeholders’.
Under the different topics the specific questions will be asked. The questions should have a more practical perspective and be straightforward. To answer the questions you have some pre-defined options. Depending on how you answer these questions you’ll get a score for each topic.
Here is an example of how an assessment can look like
The scores for each topic are calculated and visible as you see in the example above. The scores are dependent on the importance (weight) of the specific question and how you answered it.
The scores from the questions sum up a total score for the topic, while the scores of the different topics make out a total score for the areas, and the areas for the assessment. These scores are dependent on the assessment and the weight/importance of each specific question, topic and area.
The importance of a question, topic, or area is either ranked as Low, Normal, or High.
The score visually describes how well you’re performing, so you’ll never be in doubt.
Depending on the template you are using and your administrator this function might be deactivated.
High-level assessments make you able to just answer one question for each area, which captures the core essence of that area. In addition, the high-level assessment feature is an extremely handy tool. With only one click on the go you get a quick sense of the situation, for example on the way to a meeting.
However, high-level assessments should never become a substitute for the full and detailed assessment.
Required to reach stage is a trigger, which uses Salesforce’s stages. By using this trigger, ARPEDIO analyzes which stage you should be in according to your answers.
For example, it is hard, and barely impossible, to reach a Negotiation/Review-stage if you have bad relations to the decision makers.
Here the trigger is: To reach Negotiation/Review-stage, you need to have a good score and thereby answered “Completed” to most of the questions in the area concerning Relationships.
The stage trigger also makes sure to catch blind spots and misunderstandings.
As you see above, the stage ‘Negotiate’ is marked with a blue color. This means that ARPEDIO matches your answers in each assessment element with the stage in Salesforce, and thus shows coherence based on the color.
If there’s no match, ARPEDIO illustrates this with a yellow color for the suggested stage and a blue color for the stage you identified in your Salesforce opportunity or account.
The power and value of ARPEDIO happens when you hit "Save" after finishing the last question in an element. A plan with actions is created, and this is the power and value of ARPEDIO right in your palm!
Based on your answers, ARPEDIO will display a number of focus areas that contain a series of associated actions that reflect best practices and winning techniques to move an object forward to a successful close.
The rules, which trigger an action, can be fully customized by your Salesforce admin. However, this is the default rule:
- Questions answered “Not started” result in relevant actions for closing information gaps and building support.
To add an action to your tasks in Salesforce, simply click “Create task” next to the action you want to add.
Below is an example of an Action Plan.