Brainshark announced additional analytics capabilities for its Sales Accelerator platform, which is designed to illuminate how sales reps’ knowledge and behavior affect sales outcomes, providing insights designed to drive greater productivity and more deals.
The platform gathers information about behavior of sales reps by tying sales content, conversations and training to data about the overall sales pipeline and revenue, directly through Salesforce."
Sales teams can then better understand how buyers engaged with content in successful deals and see how the use of content affects deals currently in the pipeline.
"For training, managers can see how reps are progressing and where they need help, identifying each rep’s status within all courses and curriculum, and providing a basis for comparisons between each rep on the team," Robin Saitz, Brainshark’s chief marketing officer, told eWEEK. "For example, if a rep is dogging it through training, managers can quickly see that [and] help motivate them and get them selling. Similarly, managers can also see where reps are having trouble understanding particular concepts, [and] provide them with special attention on those topics when they are in the field."
Sales Accelerator now provides intuitive role-based dashboards, charts and reports, all generated and accessible within Salesforce.
The analytics can help sales teams determine what content is best to use and when; where in the sales cycles content works best, and what content drives bigger deals.
The platform can also reveal the reps that are high performers, and what content is factoring into their success, as well as identify which accounts are engaged, unengaged or neglected.
In addition to its new analytics, the Sales Accelerator provides resources for sales onboarding, continuous training, prospecting, live presentation delivery, coaching and content development, all centrally accessible within Salesforce.
"When it comes to sales performance data, companies are hungry for greater understanding of what’s affecting opportunities they win to identify trends and repeat success," Saitz explained. "As customers continue to build a history of outcome data and we continue to build upon the Sales Accelerator solution, we’ll be focusing on this need with additional data points and a richer view of history for sales leadership, so that content recommendations and insights can be increasingly predictive."
Saitz said the Brainshark solution also recognizes that several other roles are pivotal in helping improve sales performance.
"Content owners, learning managers and sales teams all need better insights into the impact of their efforts on the sales cycle, and we’ll be further expanding on the reports we already provide to give even deeper insights for them to make more informed content and training decisions," he explained.