Identifying the actions that separate top performers from the rest can help managers refocus sales efforts and simultaneously identify skills that need upgrading.
Irrespective of whatever business you’re in and no matter which metric you use, the top 30 percent of reps will outperform the bottom 30 by as much as a factor of four.
Closing this gap by helping weaker performers to operate more like high performers is a surefire way to drive additional revenue growth.
Lian precisely identifies that the top sales reps do differently and identifies overall best practices that all sales reps should follow within their verticals / accounts to increase sales and improve efficiency.
By personalising analytics to identify the traits and skills of top performers, you can use Lian to discover where everyone’s gaps are. Then digital tools can be deployed alongside more traditional learning mechanisms to effectively roll out coaching to large and widely distributed sales forces.
According to McKinsey, up to 30 percent of sales activities can be automated, including lead generation activities. Here’s a small example:
● Lian’s analytics can identify leads with the best conversion potential.
● The client uses Chatbots to reach out to them over text or email, using artificial intelligence to understand the contact’s response and assess the conversion potential.
● This enables sales reps to contact only those leads where there is clear buying interest, saving time, reducing cost, and improving conversion rates