You are running a deal. Deal moves along but it's not closing. Many reasons for this, but one of the most common reasons is the Rep is engaged with the wrong people or isn't high enough in the Organization.
As a Manager its tough to always know about all the deals and all the contacts engaged.
But
Do you manage to a Sales Scorecard? Track certain KPIs or Metrics that aren't just about Deals closed? Examples of these KPIs might include: - Meetings Scheduled vs Completed - Certain Types of Meetings such as (Demo's, initial Meetings, etc...) - Number of Calls Made - Pipeline Coverage Ratios etc... Many Sales Managers and Ops Managers are still using manual processes and Excel to do this. This is time consuming, not real time (usually at best weekly numbers), and in many cases not totally accurate as in
Are we meeting with our Channel Partners? Are we doing Demos? First Meetings? Are my field reps spending time in the Field? Answers to these questions are all early indicators around future Deal Flow and Revenue. If we don't do enough Demos or First Meetings, how can we expect revenue next month (assuming we typically close deals in 2 months)? Tracking this stuff has historically been a real pain. Not anymore. As you know SalesDirector.ai already connects to Calendars
Jim Dickie is known to many. He is a founder of CSO Insights (now part of Miller Heiman Group) and runs Sales Mastery Group. Jim is the author of The Chief Sales Officer's Guide to CRM and Insights into High Tech Sales and Marketing, and he co-authored The Sales and Marketing Excellence Challenge and The Information Technology Challenge. Suffice it to say Jim knows a thing or two about Sales, Sales Strategy, Methodologies, and also
SalesDirector.ai is an AI based Forecasting Platform.
Here we try to explain how we derive your Worst Case, Most Likely and Best Case Scenarios.
SalesDirector.ai builds highly advanced Dynamic AI Models based on your historical data and applies them to your existing Deals. Read more in depth here.
Each Model contains Sales Stages, duration and win rates based on a whole bunch of criteria (activity, personas engaged, sales cycle attributes such as MEDDIC or other fields, etc...).
First, we
Want to know how those Committed or Upside deals actually performed? Where did they go? Did we close those Committed Deals? Or did they get Downgraded or Lost? This new Pipeline Flow report shows you the answers to these questions. We have always had Pipeline Waterfall reports which show you new deals, upgrade, downgrades, pushes, etc... but you didn't really have visibility into how deals moved WITHIN the Forecast (Uncommitted > Upside > Committed) To view, go to Reports
If you are using call recording software such as Gong, Chorus.ai, or other Call Recording software you can now listen to these calls right in the context of SalesDirector.ai
This should be live and working in your instance now. What do you think? Love to hear your feedback at feedback@salesdirector.ai.
Want to understand how good you are at predicting your Forecast? No better way than to look at previous Month or Quarter. Where did the deals tell you were going to land mid Quarter? SalesDirector.ai tracks on a daily basis the state of Deals, their Stages and where the "AI"/system believes those deals are. We plot these over time. There is a very simple report that gives you this information. Let's break it down:
If you are a Marketer there is nothing more frustrating than to not know what is going on with your Leads. The company spent $20k to go to a trade show and came back with 250 leads. That's $80/lead. You load that into a Campaign in your CRM, perhaps send some automated email follow ups via Hubspot or Marketo, but what really is going to move the needle is Sales Reps doing follow ups, emails, calls, etc... Since
As a Chief Financial Officer (CFO), you know your role is a pivotal part of the board of directors for a company. Although you are ultimately responsible for reporting the numbers — especially the revenue forecast or projections — you often know the least about the accuracy of those numbers. You have to rely on your sales leads to give you the story. And it’s not always the real story. To get that real story, you have