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The 4 Reasons We Invested In Predictive Sales Analytics

Authored by Khristian Gutierrez on June 26, 2017

Khristian Gutierrez is the Chief Revenue Officer at Passport located in Charlotte, North Carolina.

Here at Passport, we are a global market leader for providing cloud-based solutions for parking and transportation. We equip municipal and private agencies around the world with tools, like mobile apps, to serve their customers, parkers and transit riders. On the back end, we create efficiencies and unique data sets for our clients. But even when you have a platform as great as ours, it’s hard to consistently close deals from our pipeline!

Too often our Sales Reps resorted to keeping sales information in their heads or in spreadsheets, due to a lack of easy way to enter data into Salesforce. We needed a product that could maximize the use of our Sales Reps time and get the best data possible in and out of Salesforce for our team to use.

We met with TopOPPS and a few weeks later decided to move forward with their solution. So far we have been extremely satisfied with the results.  Below are the four major driving reasons we are satisfied with our investment in predictive sales analytics.

1. Data Driven Insights for More Wins

The data we are receiving now is exceptional, and has helped Sales Reps by allowing them to focus solely on executing sales, instead of data entries or other time consuming, non-sales activities. On top of this, we are starting to see what type of deals we have closed in the past, giving us insight into which deals we are best equipped to win in the future and when. This aspect continues to improve over time as we put more data in.

2. Superior Pipeline Execution 

TopOPPS has proven to be much more than just data organization for us though, they have shown many key capabilities that have helped us move the needle in the first quarter upon implementation. We are now able to look at our opportunities by stage, and can see which ones are at the finish line, which ones need more work, etc. This has helped us allocate time and operate more efficiently. The forecasting tab is also there to help us understand all the stages the deals are in, and how much they’ll contribute to the actual quarter. This is also bolstered by being able to track our sales reps history, so we can show them how to deal with current and future deals in a better manner. Not only is our sales team working harder, but thanks to TopOPPS they are working smarter as well!

3. Communication & Coaching

Communication was another unforeseen benefit for us by acquiring TopOPPS. We can filter and look at everyone’s deals by team or individual, allowing us to see who needs help; and then once we use their historical performance, we can remedy whatever issues they are having, making TopOPPS a truly comprehensive and must-have tool.

4. Visualization & Prioritization

In addition, we’re now able to quickly add filters to view important data sets which enables analysis of key accounts. Once we find deals that we feel the need to keep tabs on, we’re now able to highlight and key in on said deals. Now instead of our sales reps wasting their time on deals that have been in the pipeline forever, or look unlikely to happen, we now are able to work more comprehensively as a team.

To summarize, the organization, visualization, and communication abilities that TopOPPS has added since plugging them into our CRM, we have been more than pleased with the results. I would suggest TopOPPS to anyone who asks, and I hope our success story will convince you to take your analytics to the next level.

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