SalesTable-Discovery Call Kit
The SalesTable Department Discovery Call Kit is a fillable, step‑by‑step guide designed to help facilitators run structured discovery conversations with a department’s leader and frontline team members. It is organized into five sequential sections: (1) a pre‑call brief to capture known information and avoid redundant questions; (2) a Leader Call Guide that elicits the department’s top quarterly/annual goal, escalation triggers, suspected waste, and candidate high‑impact workflows; (3) a Team/Rep Call Guide that drills down into day‑to‑day tasks, repetitive work, workarounds, tool usage, and escalation causes; (4) a Day‑in‑the‑Life Workflow Capture table for logging each task with frequency, time spent, tools, collaborators, and blockers; and (5) an Escalation Log that records specific triggers, frequency, owners, and impact. The kit concludes with a wrap‑up section to prioritize the top three candidate workflows, flag any viability concerns (e.g., compliance, security), and assign owners and target dates for scoring. Throughout, the guide emphasizes capturing concrete numbers (e.g., hours, frequency) and using a consistent format to enable easy aggregation and analysis for pilot selection.
Topics
Pre‑Call Brief: Consolidating Known Context
A template to record department name, leader, executive sponsor, known goals, prior knowledge, and existing systems before any calls.
Leader Call Guide: Extracting Goals, Escalations, and High‑Impact Workflows
A set of seven targeted questions for department heads to surface quarterly/annual goals, measurement criteria, escalation triggers, time‑budget wishes, top workflows, perceived waste, compliance constraints, and key frontline contacts.
Team/Rep Call Guide: Mapping Day‑in‑the‑Life Tasks and Pain Points
Six questions aimed at frontline employees to detail typical daily activities, repetitive or tedious tasks, manual workarounds, escalation causes, tool interactions, and the most impactful task to eliminate.
Day‑in‑the‑Life Workflow Capture Table: Structured Task Inventory
A repeatable table for logging each task mentioned, capturing frequency, baseline time spent, tools/systems used, collaborators, and blockers or delays.
Escalation Log: Pinpointing High‑Value Triggers
A concise table to record specific escalation triggers, their frequency, who is involved, and the cost/impact of each event.
Wrap‑Up Section: Prioritizing Candidate Workflows and Planning Next Steps
A final checklist to list the top three candidate workflows, flag any IT viability concerns, assign an owner, and set a target date for scoring and readout.