Use SIPOC before touching the sales process
Use SIPOC to define the boundaries, inputs, outputs, and customers of a CRM process change.
The move: frame the process before you change the CRM. SIPOC prevents a CRM admin from mistaking a stakeholder wish list for a process design. It asks five questions: who supplies the process, what inputs the process needs, what the process does at a high level, what outputs it produces, and who consumes those outputs. Start and end matter The first value of SIPOC is boundary setting. "Fix renewals" is too broad. "Prepare renewal-ready account packets 45 days before contract end" is bounded. A bounded process makes it possible to decide which fields are required, which are optional, and which…
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