Sales Enablement

Effective sales reps are those who perform customer research and analysis when building call plans, rather than blindly calling on the same set of customers and prospects. They have the analytical skills to answer the ongoing question of "Where are my best opportunities? where are the biggest problems?" In particular, effective sales reps are able to:

• Identify and target high-value customers and prospects based on “share of wallet” or “size of opportunity” estimates and prioritise them in the call planning process
• Generate value-adding insights they can share with customers to improve their business
• Identify the right mix of products and services for each customer’s individual needs, characteristics, and circumstances
• Create bundled pricing for win-win outcomes (often meaning that low-margin items are bundled with higher-margin items) 

Unfortunately, most sales reps don’t have the time or analytical skills to conduct such research and analysis, meaning that:

• The best opportunities are not identified or targeted during each call cycle
• Prospective customers don’t get enough value from their interactions with sales reps
• Offers and pricing are generic rather than personalised

As a result, sales effectiveness suffers and the yield on sales resources becomes subpar. Complexica's Customer Opportunity Profiler module of Decision Cloud^® can help you address these challenges by analysing your customers and prospects in real-time – including sales volumes, social media activity, service levels, and more – to identify opportunities or problems as they emerge.

Through a continuous analysis, Customer Opportunity Profiler (COP) provides each salesperson with dynamic recommendations on who to visit, along with personalised Next Best Conversations™ and value-adding insights for each call. 

Learn more

Discover how PFD Food Services is enabling its in-field sales team with COP and OMS across the entire sales process, from call planning through to in-field quoting and ordering

Find out how Haircare Group's sales enablement app gives in-field reps and technicians instant access to customer data, so they can see more customers each day

Learn how Bunzl's sales team of more than 300 gets real-time analytics and insights from Complexica's Order Management System (OMS) and Larry, the Digital Analyst®