In the same sense that FitBit tracks fitness activities in steps, heart rate, and calories to encourage better overall health, People.ai captures sales, marketing, and customer success activity data to help employees be more productive and increase their performance.
That being said, not everyone wants a Fitbit. So how should employees feel about their activity being tracked?
As HBR recently discussed in an article, companies must be very thoughtful about if, when, why, and how they use analytics that tracks employee activity in their organization. When communicated well and used for purposes that truly impact the business and the employee productivity and performance, the analytics can be the difference between teams going from good to great, every day of the week.
So, how do you position the value of activity capture like People.ai to end users so they understand how it will save them time, make their work easier, and give leadership the tools and visibility to drive sales growth?
Get Buy-In Early
Start with the business goal in mind. What is the intended purpose for implementing activity capture? Getting buy-in early in the process sets the foundation for building and sustaining trust. Start having conversations around what activity capture can do, what it is not intended to do, how it can help employees work smarter, not harder and be sure to delineate exactly how the analytics will be used when evaluating performance.
Show the ROI for Time to Value
The activity tracking that People.ai performs gives sales reps an upper hand in their everyday work. According to SiriusDecisions, sales reps spend on average only 26.6 percent of their day selling to customers, and almost 30 percent of their day is spent on administrative activities such as CRM activity data entry. With the power of the People.ai platform, sales reps see immediate ROI when they instantly get this time back. By automatically capturing phone calls, work emails, and meeting data, sales reps are able to spend more of their day selling, and less of their day entering data into Salesforce.
Additionally, People.ai shows sales and marketing leaders who at a prospect account is involved at an opportunity and how many interactions have been made – leading to better sales insights and more focused marketing into buying groups. Insights like these allow a rep to come to work in the morning and see exactly which accounts need attention, who in the buying group needs to be contacted, how they’re tracking on their personal goals, and how they’re competitively benchmarking against their peers.
With an additional two hours back in their day and deep insights into their performance, it’s easy for sales reps to find ROI in their employee analytics and activity capture.
Demonstrate the Value to Leadership
For sales leaders, People.ai activity capture gives them clear, real-time visibility into each reps’ progress and productivity. Leaders come to work in the morning, and with a glance at their dashboard know which reps are on target, who is taking a lead, and which reps may need some targeted sales coaching to address skills that will help them achieve their goals. Sales, Marketing, and Customer Success leaders also have visibility across the whole organization, to align teams and reps across different business units on every account. They know which accounts are being interacted with and can see who is involved in the deal — giving leaders the opportunity to guide their teams to success.
Lead by Data, Not Just Intuition
Up until the advent of big data, sales teams relied on intuition and gut instincts to discern the volume, quality, and type of interactions needed to close deals. With data provided by People.ai, critical decisions in the sales process can be made based on proven actions and historical deal trends — as well as predictive machine learning and AI. The data can show you, for example, what, when, and how your team’s activities lead to higher win rate and which activity patterns might be causing you to lose deals.
But remember, AI does not replace humans. Intuition still plays an irreplaceable role in human creativity, communication, and understanding. Nothing replaces the human sales leader who has trust and the pulse of his or her sales reps, nerves of steel, and years of experience closing and making customers successful. There is still room and necessity to interpret data and combine it with other factors — for example, one sales rep may appear to be “less productive” because she generates 10 percent less output, but that rep is productive in another way; i.e., building offline relationships or coaching others. When intuition and human understanding are combined with data, sales leaders and teams can truly discover the secret formula for their success — and refine and replicate it.
Just like a FitBit helps you measure and benchmark your physical activity to improve overall health, the right AI solution can help employees become more productive and effective. People.ai’s functionality provides a critical value to organizations as forward-looking executives strive to augment and enable their teams with the best tools possible. With the addition of new data, machine learning, and accurate analytics, leadership teams inherently level up their ability to assist their Sales, Marketing, and Customer Success teams and accelerate their win rates, even if they still have to align their teams on the value proposition of the new solution.
AI and data-driven decision making are quickly becoming the competitive advantage for the most innovative companies who are looking to steal market share from their competition. Get your teams on board with clear communication, transparency, and the ability to see how activity capture can make their work and their performance a lot easier and far more effective.
Ready to start leveraging the power of artificial intelligence to close more deals?
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