Intelligence, the Next Industrial Revolution
The central theme of the conference was that Intelligence is the next Industrial Revolution. One of the things that Salesforce is so good at is leveraging and even driving key trends. Staying on top of the trends will help you drive growth in your organization. This is a trend you want to take advantage of because it can help you and your team do your jobs better, faster and easier. To put this in perspective, here is an overview of the evolution of the technological revolutions:
- Steam: a much better way of propelling vehicles and harnessing energy.
- The automobile: mass production of the automobile, then trucks- with the creation of good roads- made transportation of people and goods generally available. (I added this one.)
- Electricity: a much better way of powering things and transmitting energy.
- Computing: harnessing machines to do tasks more consistently and faster. (I added this one.)
- The Internet: making information and computing available in a virtually ubiquitous manner. (They called this computing, but the date they gave, 1995, coincides with the advent of the first internet browser.)
- Mobile Devices: making it easy to access the internet and services virtually anywhere. (I added this one.)
- Intelligence: taking data and turning it into insights that enable jobs to be done more efficiently- or do jobs that couldn’t have been done before due to the complexity or response time needed.
- See how you can utilize Salesforce’s Einstein. It can help you do a better job of finding the best leads and opportunities to work on and help you identify deals that need to be worked on to make your forecast.
- Use some of the other tools in the AppExchange to improve your team’s effectiveness and efficiency. For example, there are offerings that enable you to record and serve up video for training and vetting of sales reps. One of these uses IBM’s Watson to review presentations that sales reps record and submit. The program grades how well a customer will receive a presentation from an emotional perspective and provides a translation of the script for the evaluator to read. The manager or assigned person then reviews the presentation- accessing it through the system- and provides feedback. You can also place the presentations on a leader board so that team members learn from each other.
With all of this, if you are managing complex, B2B deals that require proactive sales efforts or are selling to important accounts that require strategic effort to win and continue to grow, having a strategic plan is important and requires human effort and oversight.