Sales representatives are the front liners or say the face of your company. They are the people your customers trust and seek advice from. As the COVID-19 pandemic continues to spread across the world and affect businesses and households globally, it has become critical for the sales reps to navigate through and bring some value to the table.
Salesforce technology has enabled your sales reps to sell remotely and provide your sales managers with insightful information that is critical towards business recovery and growth.
But is it enough?
As the companies are adapting and continuing the ‘work from home’ concept. Fluent training and communication between the sales team and their leaders regarding the feedback, growth, and sales efficiency has become crucial. You can’t lose a customer just because your sales rep is not trained properly!
On July 30, 2020, Salesforce made a feature of High-Velocity Sales, Einstein Call Coaching, generally available. This AI-driven feature incorporates conversational intelligence into Salesforce that aims to flow relevant conversations and increase the success rate. It provides the sales team of Salesforce consulting services with business insights and best practices that offer them visibility into customer interactions and expedite onboarding, enablement, and continued success.
Einstein Call Coaching is a sales enabling feature that lets the sales team drive results from each customer interaction.
In a conversation with Robin Grochol, SVP Product Management at Salesforce about how AI is improving sales, she said, “Conversational intelligence allows us to understand what makes a successful sales call versus one that’s not as effective, and to be able to share that with your teams so that you can help every sales rep be the best sales rep by modeling the positive outcomes of those. That’s really going to change the game for the sales organization.”
A Salesforce study states that salespeople spend only one-third of their time actually selling the product and spends remaining on the administrative work. As businesses are shifting from halt to the actual recovery and growth, maximizing the sales has become crucial.
Einstein Call Coaching allows the sales rep to utilize their time lucratively and focus on the customers bringing the sales to increase growth. By automating administrative tasks like managing data. The sales team can focus on their main task, selling the product.
Robin Grochol adds, “Instead of focusing on the administrative burden, they can apply that time to becoming a trusted advisor.”
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