Combines Mobile, Analytics and Science to Deliver a New Class of Business Intelligence; Transforms How Market Leaders Use CRM to Manage and Measure Sales Force Performance
BURLINGTON, MA (July 30, 2015) – Qstream, makers of mobile enterprise software for igniting high-performance sales teams, today announced the industry’s first predictive sales capabilities engine for Salesforce® – a powerful combination that addresses the “human side” of sales acceleration and unlocks the potential of CRM investments. Combining the two platforms allows sales leaders to augment pipeline, forecast and other CRM data with a critical, real-time view of sales capabilities – by individual, team or region – to transform how companies use Salesforce.com to proactively manage and measure team performance.
“In the past, sales teams relied on the core contact, lead management, and opportunity management capabilities that CRM applications provided. However, today, in the age of the customer, buyers control their purchasing journey more than vendors control the sales process. This shift in power requires greater customer intimacy so that sales professionals can provide value at all stages of the sales cycle, ” noted Kate Leggett, principal analyst for Forrester Research. “CRM represents a large part of business technology budgets, and any product that increases the return on that CRM investment becomes valuable and worth serious consideration to a CRM buyer frustrated with its usage levels.”
Unlike solutions that tether client conversations to rote presentations or prescribed content, Qstream equips sales reps for value-added business conversations that drive revenue and keep pace with market change. Qstream’s approach is proven to be 170% more effective at building smarter, more confident sales teams than traditional sales enablement methods. Client results include 20% higher quota attainment, 12% decrease in turnover and 3% improvement in gross margin.
From within Salesforce or Salesforce1, sales reps respond to scenario-based challenges that reinforce the sales capabilities that matter most, while basic game mechanics deliver a user experience that’s highly engaging and non-disruptive to selling time. Qstream’s Predictive Insights Engine then analyzes thousands of response data points to provide continuous real-time management updates, trends and comparisons that help sales leadership to:
- Measure and manage the sales capabilities of teams throughout the sales cycle with engagement and proficiency metrics against any KPI;
- Access timely management reports and graphical sales fluency heat maps that highlight performance to increase forecast confidence;
- Correlate pipeline and quota performance to identify individual and team strengths, weaknesses, and gaps to ensure more closed deals, more often;
- Act on targeted coaching insights that accelerate time to productivity and reinforce new selling methodologies, product and competitive messages for better quality customer interactions.
“Companies today invest millions developing their sales funnel, yet when it comes time to closing deals, research shows that most achieve less than 50% of forecast on average. Qstream fixes that, ” said Duncan Lennox, Qstream CEO and Co-founder. “Changing rep behaviors and knowing what they are personally prepared to bring to every client interaction is the missing link for sales leadership. Qstream is changing the game by taking the established sales analytics market to task with a new class of business intelligence that delivers a level of confidence in sales force capabilities required to achieve revenue growth.”