Interview with an Expert – The Power of Insights and Enabling Your Sales Force

"For me a clear picture of exactly what is happening with customer interactions, pipeline, buying patterns, product, business and team performance is critical to any good sales organisation. A clear understanding of progress helps to maintain a proactive approach, to quickly spot risks and opportunities and to make informed business decisions to help drive growth and profitability."

"So often decisions are made on assumptions and memory rather than facts; this can lead to poor outcomes and wasted time. With clear sales visibility, decisions are made from facts, businesses can respond more quickly to market and sales changes and resources can be allocated for the most productive outcomes. Sales visibility is key to helping drive scalable change for growth and direction."

"When every customer facing member of the team has a clear understanding of the customer journey with the business, their buying patterns and changes and interactions with them, conversations become more meaningful and personalised, it helps to anticipate customer needs and enables issues to be addressed proactively. This typically results in stronger relationships, higher share of customer spend and long-term loyalty."

"By having instant access to performance trends, what each team member is selling well or not, how they are performing versus target, where their time is spent - it can help to identify coaching needs and supports productive data driven direction. Salespeople become more productive through clear relevant data with prompts for their own area of responsibility, and as a result also more successful."

"As Klipboard CRM combines clear transactional sales reporting, customer and contact data with sales activity and opportunity management, all in one place, each member of the team is empowered to manage their territory, products and customers effectively. By being prompted of potential lost or missed sales, link or upsell opportunities and spend changes, and having clear sales insights, customer retention improves, the team become more productive, management have the information they need to make strategically informed decisions, and the business has a clear path for growth."

"I believe that sales visibility and activity will become more predictive and summarised, with AI highlighting trends and changes, and where actions are needed. Messaging will be through various media; sentiment and behaviours will be better evaluated, and it will help make sales activity and customer interactions more automated, whilst also ensuring they remain personalised and customer centric. Businesses will spend less time on mundane and repetitive tasks with increased automation and the ability to manage volume interactions and data efficiently. Users will have a seamless experience for the entire lead, sales and end to end process, with communication key."

"The Klipboard CRM system has always worked on the belief that data intelligence is vital for effective customer and business management and has provided users with a user friendly and effective central combination of customer records, factual data transformation and sales insights for many years. The future will bring increased automation and insights, with strong connectivity across sales and marketing to result in huge productivity gains and whilst competition may be stronger, adopters will continue to win."