Committing deals to a sales forecast is a challenging process. It’s difficult to understand whether the sales team has built relationships with the key people in the buying committee, and will be able to get a deal done.
Nudge gives you an accurate assessment of your pipeline health – where your team is “single threaded” with just one strong relationship, where you lack access to the right roles in the buying center – which deals in your forecast are most likely to slip.
Guiding the performance of your sales team can be challenging. Managing with raw activity metrics gives a poor indicator of performance and will put you at risk of spam complaints. Nudge shows you your team’s ability to grow revenue from raw activity and meetings to relationships built.
Nudge provides insight insight into rep performance with no manual logging of activity, no “gut hunch” assessment of deals or relationships, and no missing data. Comprehensive, accurate data that lets you lead the sales strategy.
Deal reviews are often challenged by missing data. Rather than dig into the real issues of a deal, valuable time is spent by sales leadership trying to understand the basic mechanics of the deal and the buying committee.
With Nudge, you can immediately understand the dynamics of each deal and know where to focus your sales leadership efforts. Know where you are single-threaded, where you lack executive access, and where you have lost touch.
Sales forecast accuracy is the key to sales leadership success. With a clear view of revenue you can hire confidently, plan accurately, and deliver growth each quarter.
The core of building an accurate forecast is understanding each deal. Where is there risk? Which deals are single-threaded, which lack executive access, where has finance not been involved?
With every deal well-understood, you can see the risks to closing, and know where in pipeline the deal should be. Bring accuracy to your sales forecast by having it based on objective and up-to-date data.
Looking historically at your deals, with the added clarity of objective data, and you can see what deals that close look like and what deals that don’t close are missing. From that clear view, you can see the accurate close percentage that should be applied to each deal.
Almost all sales leaders agree that effective coaching of junior sales reps is one of the most important tasks. However, most will also say they do far less coaching than they should. Make coaching high-impact by having clear data on every rep and every deal.
Focus your coaching on identified challenges like having executive conversations, working with finance, or navigating a complex buying group. Start with data, coach with insight.
Sales rep turnover, whether voluntary or involuntary, is a natural part of sales leadership. Losing momentum in a territory, however, is something that can be easily prevented.
Understand exactly where your previous rep had relationships, and had been able to gain traction. Ramp your new sales reps quickly in existing territories by starting them with the knowledge and relationships of the prior team member.
Nudge works directly with Salesforce.com, or your CRM system of choice, to layer in all the data on your team’s interactions, every relationship, and give you key insights on ever deal. Work within CRM as you always did, but do so with accurate and up-to-date data.
Nudge adds relationship intelligence data to your CRM system as data that you can work with for any business intelligence projects, customer health scores, or forecasting efforts.
Be more effective at driving revenue without changing the tools you use now.
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