New platform provides coaching insights for sales managers
In recent times many CRM platforms have tended to focus on using machine learning to boost sales. Sales capabilities company Qstream, however, is keen to address the human side of improving sales performance.
At this week's Dreamforce '16 conference it's announced that its expanding its Sales Capabilities Platform with a Coaching Hub, which allows managers to identify gaps in their team's required knowledge or behaviors and address them faster.
The data-driven Coaching Hub brings together a number of metrics, observed sales skills and confidence ratings at the individual or team level in a single click. It shows a graphical coaching activity timeline, tracking all interactions between the frontline manager or sales coach and the rep, including coaching actions and private observations, along with coaching messages delivered and associated coaching actions.
It also offers Salesforce.com triggers that can be customer defined to drive targeted coaching actions and automate user enrollment in Qstream challenges. These are based on rules, such as a change in a deal stage or sales KPI. Managers get real-time online coaching activity reports so they can provide leadership and get insight into the effectiveness of their coaching program.
"Outstanding sales performance still hinges on pivotal moments in a sales cycle that must be addressed by a human being, yet leave frontline managers flying blind in knowing if their sales reps have what it takes to deliver on increasing revenue expectations," says Duncan Lennox, Qstream’s CEO and co-founder. "The new Qstream Coaching Hub along with our other new features go even further in helping sales leaders to gain proactive insight into their teams’ ability to achieve forecast -- and showing them the way to maximize it".
You can find out more on the Qstream website and the platform will be on show at the Dreamforce Cloud Expo until the end of the week.
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