How Predictive Analytics Can Help Sellers
The Business Issue
Your traditional SFA system is probably not living up to the promise of helping your reps generate more revenue. Or in providing accurate forecasts to management who are buried in reports that provide data and insights, but lack a timely way of isolating problems and delivering coaching in real time. And your SFA system is probably not helping reps select the right activities and content to deepen client relationships and sell more products because there is just too much content and data for sellers and agents to share and understand.
The use of Artificial Intelligence (AI) in sales force automation is changing how organizations sell because it changes the paradigm of sales enablement and coaching from reactive to proactive, and from instinct-driven to insight- and data-driven. Rather than depending on people to source and analyze data and training them to figure out what to do – the system ingests the data in real-time and trains itself while pro-actively guiding users on what to do. The system constantly learns from what works, what doesn’t work, and self-optimizes so that advice and guidance continually improve.
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