2021年4月14日

了解貴公司的文化可以促進或完全破壞你的公司目標。心房今天顯示它已經籌集了1350萬美元的種子資金驅動采用銷售管理平台,利用人工智能表麵特定銷售經理感興趣的問題和機會。雖然大多數組織已經有一個客戶關係管理(CRM)應用程序,心房正在為一個軟件即服務(SaaS)平台,結合CRM應用程序和其他應用程序的數據,使銷售經理密切跟蹤客戶互動的實際水平。例如,如果一個交易預計將在本季度完成但沒有與客戶溝通通過電子郵件或其他介質,分析軟件充滿了機器學習算法將發出一個警報,公司創始人兼首席收入官彼得Kazanjy說。武裝與洞察力,它就變成了銷售經理可以更主動幹預在必要的時候,Kazanjy補充道。跟蹤和預測銷售經理可以跟蹤一個圖書館的關鍵性能指標(kpi)使用一個診斷工具,確定銷售的根源問題。這些可能的範圍從一直可憐的銷售管道管理客戶的趨勢才簽合同的最後一周的季度希望最大化的折扣和其它讓步。與其說銷售經理今天麵臨的挑戰是獲得數據,它是理解所有識別問題影響銷售管道,Kazanjy說。然而,大部分的數據駐留在衝突無法解釋的儀表板,在某些情況下,Kasanjy補充道。“今天銷售經理充斥著數據,”他說。 Atrium claims more than 100 organizations are now using its platform as an alternative to dashboards in other sales applications that lack the context sales managers require. Customers include Salesloft, Chorus, and LaunchDarkly. Atrium also hosts a Modern Sales Pros online community made up of more than 20,000 sales representatives that work for more than 7,000 companies worldwide. The seed round of funding is being provided by Bonfire Ventures, Charles River Ventures, and Bullpen Capital. Data-driven sales Sales management for much of that past decade has been slowly evolving to become a more data-driven science . Organizations of all sizes are being required to predict revenue flows more accurately, which Kazanjy noted requires more visibility into the sales pipeline. The level of forecasting accuracy is made is now viewed as an indicator of the degree to which a sales manager is on top of events occurring within their territory. Sometimes those events are beyond the control of any sales team. In other instances, however, a salesperson may be deliberately under-forecasting sales opportunities to lower their sales quotas, otherwise known as “sandbagging.” Regardless of the motivation, the sales manager is usually held more accountable to sales forecasts than an individual sales representative. Whatever the reason, sales managers today are being held to a higher standard than ever at a time when the signal-to-noise ratio within sales pipelines has never been greater. It’s simply too difficult for the average sales manager to make sense of all that input without the aid of an application platform created for that specific purpose, Kazanjy said. Ultimately, turnover in a sales team is bad for business. It takes an average of six months or more to bring a new sales representative up to speed on their accounts. The primary goal for investing in sales software should be to minimize that turnover as much as possible by surfacing the insights a sales manager needs to make a course correction while there’s still enough time to make a meaningful difference. VentureBeat VentureBeat's mission is to be a digital town square for technical decision-makers to gain knowledge about transformative technology and transact.Our site delivers essential information on data technologies and strategies to guide you as you lead your organizations. We invite you to become a member of our community, to access: up-to-date information on the subjects of interest to you our newsletters networking features, and more