Currently, managers are only able to rely on data submitted into a CRM to evaluate a rep's performance. The data is often dated or biased since most often information is after the fact and primarily collected for deals that make it through the whole pipeline-usually a small percentage of overall sales interactions. As a result, this data has limited use when the manager has to coach their sales team to success.
"PPM Sales" is an application that allows the salesperson to submit their observations of the prospect's behaviors immediately after they finish their meeting. After as few as fifteen sales events this information on the prospect's behaviors will tell sales leaders and trainers how the market is reacting to the salesperson during the sales call.
Since the goal is to have the prospect relaxed, feeling in control and not pressured, the behaviors provide insight into how the salesperson is running the call. These insights in turn, allow the sales manager to proactively interact with the salesperson in real time with pinpoint coaching, improving opportunity outcomes and accelerating personal growth.
The salesperson also obtains invaluable feedback on their adoption of the sales training and coaching.
Additionally, the data can be compared between reps selling the same products in the same markets. Over time, these insights provide the manager with predictive analytics when evaluating their sales team and opportunity portfolio.