When Your Best People Are Drowning In "Collaboration."

A global sales team had brilliant subject matter experts but no system to connect them efficiently with client needs. We discovered that their time was spent coordinating rather than collaborating, with most meetings including the wrong people at the wrong time.

DISCOVERY:

A sales team with 20 professionals scattered across time zones, all chasing productive client meetings that close deals. Every opportunity required matching the right expert to the right client need, and the team was drowning in the process. Staff were starting to talk, "We scheduled the wrong expert again." "That meeting was a waste of everyone's time."

the challenge:

ALIGNMENT:

We looked at what they already had: a communication platform sitting underutilized while everyone worked around it. Our Gap Assessment revealed the real issue: The technology wasn't the problem. The adoption was. We focused on behavior, not features, accessing SME knowledge, using profiles, and scheduling based on real availability.

the approach:

Using our Business Learning Model and Communication Platform Adoption framework, we focused on behavioral shifts rather than technical training. We aligned the team around leveraging their existing communication platform's networking and peer collaboration capabilities.

Implementation happened through our proven Community Adoption Model.

IMPLEMENTATION:

Established expert profiles and capability discovery processes.

PHASE 1:

Tracked user behaviors using our Adoption Lifecycle methodology.

PHASE 2:

Implemented Program Analytics to measure business impact and sustained integration.

PHASE 3:

THE TRANsFORMATION:

Six months later, the sales team wasn't just using the platform, they were advocating for it. We forecasted $1.45 million in cost-benefit over three years.

MEASURED RESULTS:

95% faster expert identification.

90%
increase in team connectedness.

95%
reduction in unnecessary meeting time.

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MEASURED RESULTS:

75%
increase in using successful expert resource utilization.

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60%
more time for strategic work priorities.

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