2021年4月14日

了解贵公司的文化可以促进或完全破坏你的公司目标。心房今天显示它已经筹集了1350万美元的种子资金驱动采用销售管理平台,利用人工智能表面特定销售经理感兴趣的问题和机会。虽然大多数组织已经有一个客户关系管理(CRM)应用程序,心房正在为一个软件即服务(SaaS)平台,结合CRM应用程序和其他应用程序的数据,使销售经理密切跟踪客户互动的实际水平。例如,如果一个交易预计将在本季度完成但没有与客户沟通通过电子邮件或其他介质,分析软件充满了机器学习算法将发出一个警报,公司创始人兼首席收入官彼得Kazanjy说。武装与洞察力,它就变成了销售经理可以更主动干预在必要的时候,Kazanjy补充道。跟踪和预测销售经理可以跟踪一个图书馆的关键性能指标(kpi)使用一个诊断工具,确定销售的根源问题。这些可能的范围从一直可怜的销售管道管理客户的趋势才签合同的最后一周的季度希望最大化的折扣和其它让步。与其说销售经理今天面临的挑战是获得数据,它是理解所有识别问题影响销售管道,Kazanjy说。然而,大部分的数据驻留在冲突无法解释的仪表板,在某些情况下,Kasanjy补充道。“今天销售经理充斥着数据,”他说。 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