How Can Sales Analytics Empower Your Sales Teams?

For people from people. From day one, sales have been related to people and always will be. With the work smarter, not harder ideology, we started to use sales analytics to empower the sales teams and structure inside the companies. These analytics will create a huge difference when you look at the performance and outcomes of your sales.

Let's start with the basics of sales analytics to dig deeper and explore the natural, solid help of sales analytics for your business. I know that this is the part you are looking for.

What is sales analytics?

Sales analytics are created primarily using sales statistics. Recently, companies like Spiky have begun to build far more deep insights using advanced algorithms. Using these algorithms, sales teams have started leveraging advanced behavioral or conversational analytics built on technologies such as artificial intelligence (AI).

In a nutshell, sales analytics is a data-driven way to empower sales performance. Sales analytics works by collecting the data from your sales meetings, sales calls, and emails; and structures them into a meaningful way using AI to create simplified yet advanced outcomes and insights. Sales analytics aims to generate actionable insights and ensure sales reps and leaders improve their internal processes and increase their relations with customers. In addition, it helps sales teams to understand the team and individual performances, trends, opportunities, and connections and replicate high-performance behavior across the organization.

TLDR: At Spiky, we approach this subject slightly differently and with more detail. Instead of analyzing pure numbers and letting the deals fall off, we help you to understand the strengths and weaknesses of your revenue team structure, shorten training times, and foster sales and customer team excellence.

What are the benefits of sales analytics?

REVENUE GROWTH. Yes, this term deserves capital letters. The main benefit of sales analytics is your business's revenue growth. All other uses are peripheral goals wandering around that main aim.

• Customer insights for customer-facing people by putting the customers first. Sales analytics analyze your sales meetings and help you to understand the customer, their needs, and reactions to content, voice, and language usage during the meeting. Leverage these insights on an individual level by noticing non-verbal cues like voice tone and emotions.
• Faster training for revenue teams to help them to reach their maximum potential. Discover the productivity and reactions of the attendees during their training and beyond with metric distribution, participant stats, communication metrics with inclusivity scores, and historical insights that compare previous training. Prepare your revenue teams from the beginning to increase your revenue. Replicate the best performers of your company by training the organization with their insights.
• Smart coaching for leaders by enabling spending less time on logistics. Experience continuous support for coaching to close more and bigger deals and receive a top-level glance into the company's coaching structure and figure out the ups and downs. Take a significant burden off your leaders by preventing them from spending hours coaching or memorizing the reactions and status of the participants.

All of these benefits are now possible with AI. AI can illustrate the health of every meeting by leveraging data and simplifying the process between the sales reps and the customers. The best part? All of this is automated.

How can sales analytics software help your business?

It is time to explore how sales analytics reveal your revenue teams' hidden superpowers and help them glow up even further. After you realize that intuition-based sales are only replicable for only a few people making up your whole organization, sales analytics will be your savior.

Let’s look at a preview of how it works in Spiky:

Meeting distribution with reason correlations

Imagine you are a sales representative and create intuition-based highlights in your brain after your sales meeting with a customer. You'll replicate this memorization process with tens or hundreds of intervening meetings until you get to the next meeting with the same customer. Seem familiar?

With meeting distributions, you can understand the deep-dive insights of your meetings and record them on top of this without having to write down endless notes. Emotion, attention, and communication distribution during the meeting and their ups and downs correlations are in front of you whenever you need to review things to help you to understand your customer and maximize your sales outcomes.

Even if you write your thoughts down somewhere, since we’re all human, you will end up missing things. We cannot talk, analyze, and memorize the whole meeting simultaneously. So AI will be a wingman for you to dive into your meeting analysis and uncover the hidden reactions of your customers.

Communication analytics for inclusivity and more

As most salespeople will intuitively verify, a golden ratio in a sales conversation hovers around 43:57 talk-to-listen. After a sales meeting, having clear visibility of the interaction ratios and durations are essential for maximizing your conversational outcomes. In addition, it helps to understand which attendee of the talk leans into the conversation and be aware of your champions and critics for the next meeting.

Now think about the above but for 40+ metrics. Each metric has a verifiable "best" ratio. Each is unique for each company. Through Spiky's communication metrics, you can find an answer to how to track and understand what you're doing a great job at and, even more importantly, what you can improve upon.

Corporate emotional memory with quantification

Emotional memory is the memory of experiences that evoke an emotional reaction, an essential part of people's lives, and the same is true for companies. Historical insight analysis and comparison help you to see the trends and improvements throughout time.

As a sales leader or manager, you can follow the general situation of your sales reps and teams. Following progress, you can also create correlations between the reactions of the attendees with the voice and language usage of the sales rep.

Even if someone leaves the company, total visibility into your sales process and having continuity from meeting to meeting saves the day. Using your corporate memory, you can now power the organization in a way that was impossible before. You will never drop leads by mistake or circumstance.

Voice and language analysis for everyone

We use our voice tones carefully and leverage selective words during communication. This is even more the case for sales meetings; whether through video calls or phone calls, salespeople have to be very careful about what they say and how they say it.

While the sales rep is talking to the customer, they should not only see the subtext underlying the voice and language used by the customer but also show more conservative and appropriate behavior towards their customer by understanding their voice and language usage rates.

As a sales rep, you have a gold mine at your fingertips with complete analysis and data. Our sales analytics are industry-agnostic; conversational fundamentals will help you close those deals and increase your business revenue. Instead of analyzing boring statistics about the number of emails sent or meetings booked, look at the crucial behavioral info of your sales meeting to increase your sales and customer team excellence. Check out our use cases and start using Spiky today!