Tribal Knowledge is Valuable and is Finally Able to Be Maximized.
Imagine bringing your child into your parents' attic to recover grandpa's childhood trophy and its accompanying news article that explains his athletic heroics, only to never find it, even though you know it's there. Without you with your child, he/she would never find that memorabilia on his/her own and the story would be gone forever.
Now put that anecdote into a business context. How are business situations/conversations/emails and other tribal knowledge artifacts shared throughout the organization over time? Sure, some of the data is in the CRM system, but what about everything that isn't in the system? What about data that occurred before the implementation of the CRM or deal insights from deals by sales reps who have left the company? Just like in the attic example, even if it's in the CRM, could everyone easily access it simply by asking conversational questions?
Let's face it: a substantial amount of understanding in enterprise software sales is, in fact, tribal knowledge. This inability to leverage tribal knowledge hampers new sales rep ramp-up, new sales and countless other sales efforts, as there is often an observable gap between your best sales people and those who have the potential to fly at the same altitude, but lack the the means to make the latter the former. This age old problem limits those with high potential to accelerate their ramp-up and experience—they need to shadow your best—they need what is inside the heads of the rainmakers within your organization.
Finally, there is about to be a way to have on-demand knowledge transfer. Generally, when we think about artificial intelligence, we think of harnessing a body of intelligence derived from others. We have systems such as ChatGPT that, for the most part, have knowledge useful to us, but we are not always certain that this knowledge can be useful to our exact circumstance. With MOIC Pipeline Grader, you will have a place to store tribal knowledge in a private language model of your own creation. Pipeline Grader is an enterprise software sales private language model based on 80 man years of enterprise SaaS sales and sales leadership experience. We are making available to you the same tools we use ourselves to make Compass by MOIC know what it knows. Type an insight or message into the system and you just created a memory — your memory, specifically for your company's use, and privately maintained. The next time anyone anywhere in your organization has question regarding a sales cycle, they are reminded to ask Compass and if it has ever happened previously, the answer will be there.
Turn potential into stars in a scalable fashion, at the right speed, and never forget anything that has EVER happened at your company to be able to leverage it forever. If your company struggles with knowledge transfer in sales situations or as it relates to salesperson ramp-up (sales enablement), please email dave@moicpartners.com.
