The Age Of Guided Selling Has Arrived
Analytics-Driven Guidance Leads To Better Sales Outcomes
“Guided Selling analytics can proactively recommend actions that sales reps should take. They quantify the market opportunity for both new and existing accounts. Through this, sellers can understand the revenue potential for key offerings at an account level. This helps companies determine how and where to deploy sales resources.”
In our personal lives, our reliance on guided technology is so ubiquitous it is often overlooked: We look to our smartwatches for guidance on exercise and diet, web mapping services for directions, and weather applications for the daily forecast.
Why shouldn’t Sales get the same guided treatment?
What Top Revenue Leaders Have To Say About Guided Selling
In the wake of the COVID-19 pandemic, as the world is forced into new ways of working, Guided Selling plays a more important role than ever. Guided Selling can help sales teams make decisions three times faster, increase revenue, and take customer engagement to the next level — even in the most uncertain of times.
The Evolution of Guided Selling
Since the 1980s when computer software became more broadly available, Sales has been a frontier user of technology to optimize the sales process. In the 1990s with the arrival of CRM systems like Siebel, the early digitalization of the sales process started “on-premise.” With the arrival and growth of companies like Salesforce in the 2000s and 2010s, this digitalization accelerated via cloud computing. Early on in the era of cloud computing sales technology, the focus was often placed on capturing increasing amounts of data to ensure managers had enough business performance reports to impart their CROs and CEOs with. Meanwhile, sales reps were required to fill out CRM systems as a necessary “tax” to pay for their work.
Fast forward to 2020, Guided Selling mirrors developments of technology in our personal lives and has entered the mainstream sales technology dialog with support by analysts and customers alike.
Gartner’s Four Primary Components of AI-Based Guided Selling
The architecture of AI-based Guided Selling and sales execution optimization lie in sales process steps, signals, outcomes, and the correlation models that string it all together. The above is a framework from Gartner on how to think about guided selling in a 4 step process. We reccomend using this framework to identify the right technology or AI tools to help your sales team increase revenue.