“I just sold another case of avocados. It’s going to be a good day.”
An elated rep from a national food distributor jumped into a dusty car and headed off to his next appointment. He was on a roll. Seated next to him was an account executive from Oracle--one of the best on my team. He’d figured out a sure fire way to help customers see the value of our CRM solution. He called it the “ride along”.
The idea was pretty simple—ride shotgun with a prospect, helping them navigate the highways, city streets, and backroads of their territories. In the process, he’d watch their sales approach, picking the right moment to demonstrate how Oracle’s tools could help them take their game to the next level. Funny thing is, it didn’t take long for people to see him as a co-pilot, helping them to get from point A to point B while sharing observations and offering up new ideas on how to close business and hit quota faster.
The idea of equipping every sales manager and rep with a personal co-pilot inspired us to build the newly released People.ai Sales Solution. We’re excited to see the potential that it unleashes. Here’s just a sample of how life changes for your sales team once People.ai is at their side.
The Sales Rep Experience
The Manager Experience
People.ai at Tibco
I recently caught up with Kishen Mistry from Tibco’s Sales Excellence team. I like the way he broke down the impact of People.ai.
“Coaching is a key area that People.ai is helping us with. We can look at trends, evaluate leading indicators, and use those as the basis of conversations.”
He highlighted the fact that managers can now analyze how reps allocate time, identify high-value opportunities that warrant more focus, and determine the incremental activities that could improve performance.
“Even with an Account Executive who’s hitting all the right metrics, we can often surface an insight from People.ai that will give them a crucial few percentage points of improvement.”
Interested In Learning More?
The “ride along” strategy we used back at Oracle taught me that regardless of the industry they serve or the products they sell, sales professionals do better when they’re not flying solo. If you’re ready to put a co-pilot next to your reps and managers, hit the demo button below and we’ll show you how.