Change CSM focus while keeping behviour and comp
Thought Leader 
Hi everyone
We are looking for ideas on how to change the focus of our csm's to increase adoption while still keeping (mostly) their current behavior.
Some background:
When it comes to customer use cases, we have use cases that generate revenue, and some that don't. We want our CSM's to focus more on those that do generate revenue when they speak with customers, so customer adoption would lean more towards those use cases.
The challenge is to change the focus while not changing (dramatically) their current behavior. This means not changing any compensation plans, so their role of a "trusted advisor" would be kept and they won't need to "sell".
Would love to hear any suggestions or ideas you have.
Thanks!
We are looking for ideas on how to change the focus of our csm's to increase adoption while still keeping (mostly) their current behavior.
Some background:
When it comes to customer use cases, we have use cases that generate revenue, and some that don't. We want our CSM's to focus more on those that do generate revenue when they speak with customers, so customer adoption would lean more towards those use cases.
The challenge is to change the focus while not changing (dramatically) their current behavior. This means not changing any compensation plans, so their role of a "trusted advisor" would be kept and they won't need to "sell".
Would love to hear any suggestions or ideas you have.
Thanks!