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Viewing PRIME Activities

The PRIME Activities view helps sales professionals develop the necessary action steps to execute the strategy and win the opportunity. The PRIME acronym underscores the initiatives that are used:

  • Prove your value.
  • Retrieve missing information.
  • Insulate against competition.
  • Minimize your weaknesses.
  • Emphasize your strengths.

These activities can be assigned with due dates to members of the sales team and automatically appear in individual calendars and activity lists. Use this view to update the entire sales team, and to measure progress while implementing the sales strategy.

All the activities created in the PRIME Activities view automatically appear in the Activities view associated with the opportunity. Your sales organization might want to standardize on one of these views.

Activities created in the Our Activities list in the Milestones view also appear in the PRIME Activities list, providing a method for tracking. (In the Customer Milestones list, you must select the milestone to see the associated activities.)

Using this view, you can create activities that are not specific to milestones, such as follow-up actions associated with assessments and the organizational analysis.

This task is a step in Process of Managing Target Account Selling.

To add PRIME activities

  1. Navigate to the Opportunities screen, then the Opportunities List view.
  2. Drill down on the Opportunity Name field of an opportunity record.
  3. Click the Target Account Selling view tab.
  4. In the lower link bar, click PRIME Activities.
  5. In the list, create a new record, and complete the necessary fields.

    Identify the actions and resources required to implement your strategy, and then select a member of your sales team who is responsible for the activity.

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