Solutions for Sales

Today's sales environment is the most competitive it has ever been. Nearly 50% of sales time is wasted on unproductive​ prospecting. The most highly used sales systems (SFA/CRM) are not equipped for enabling sales processes out of the office, and do not provide enough insight into customers. More than ever, companies need to transform into Intelligent Enterprises, using technology to optimize operations, maximize performance, and provide powerful sales enablement tools that help teams sell more efficiently.

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Digital ID Badge

Provide sales reps with fast, frictionless access to applications with a digital employee badge stored in a location-aware mobile app.

Pipeline Management

Leverage predictive algorithms and historical sales data to make more accurate pipeline forecasts.

Prospect Analysis

Analyze win-loss data to better understand buying trends and give sales teams the information they need to identify and focus on the most promising opportunities.

Territory and Quota Planning

Optimize quota plans and territory assignments to keep sales teams motivated and successful.

Sales Compensation

Identify incentive programs that properly compensate employees based on performance metrics.

Sales Rep Activity​

Gain visibility into sales rep locations and productivity across the organization​.

Sales Productivity

Support agile processes and accommodate rapidly changing schedules by giving sales people the ability to visualize ongoing field activity and write back to critical systems.

Sales Executive Workbench

Provide sales executives with real-time visibility into the status of customers, opportunities, and the performance of their teams.

Sales Renewals

Give sales reps and managers the ability to visualize customer health analytics, so they can identity at-risk accounts and increase efforts to protect and maintain them.

Training

Integrate data from a wide range of sources and enable sales reps to instantly access training videos, sales presentations, marketing collateral, and more.

Task Management

Help sales people streamline processes and perform quick administrative tasks on the go with write-back to critical sales systems.

Customer Insights

Gain a holistic view of customers, from communication records, to open or resolved issues, to account-specific needs.

Digital ID Badge

The Challenge

Historically, global organizations have used access cards, passwords, and hardware tokens to store employee identities and grant access to secure systems. However, these are difficult to use, issue, manage, and revoke—and often create barriers for sales people that inhibit productivity. To be successful, sales reps need to be able to seamlessly access critical systems, wherever they are, so they can focus their efforts on engaging customers and closing deals. 

The Solution

Usher delivers powerful analytical and mobile sales enablement solutions that help sales reps work effectively and efficiently in the field. Any employee can use a digital badge on their smartphone to access corporate VPNs, web and mobile applications, facilities, and more. Usher integrates data from a wide range of sources and gives sales professionals seamless, on-the-go access to information and analytics about customers, accounts, competitors, and products. With secure, easy access to any resource, sales reps can focus on driving relevant discussions with their customers to close business.

Digital ID Badge

Pipeline Management

The Challenge

Many sales reps feel their company has missed opportunities due to ineffective utilization of internal, external, and social data about prospects.

The Solution

MicroStrategy’s big data capabilities enable organizations to tap into vast stores of information across all their business channels so they can enhance customer segmentation and hone prospecting efforts. Using powerful analytics, sales professionals can analyze new streams of information—including data from blogs, Facebook, Twitter, and LinkedIn, etc.—in conjunction with corporate CRM systems and customer directories. With the ability to visualize unstructured social media data alongside corporate data, business development teams can more effectively identify leads and build a stronger sales pipeline. Sales teams can easily connect to terabytes, even petabytes, of data stored in big data sources like Hadoop, seamlessly blend with other data sources, and perform predictive analytics in order to make more accurate pipeline forecasts.

Pipeline Management

Prospect Analysis

The Challenge

Prospecting is often considered the most difficult stage of a sales cycle, as it’s difficult to target and engage with the right prospects. Valuable sales time is often wasted on unproductive prospecting.

The Solution

With MicroStrategy, sales professionals can drill down into their win-loss data to learn more about the buying trends of target personas to see where their message is resonating. With greater visibility into historic purchasing behavior, sales reps can better identify which prospects are likely to convert and shift their focus to the most promising opportunities. MicroStrategy applications empower sales managers and reps to visualize ever-changing pipelines, quotas, and won/lost deals, so they can make better decisions to ensure revenue growth. Using these tools, sales professionals can be more proactive – and successful — when acquiring and retaining business.

Prospect Analysis

Territory and Quota Planning

The Challenge

Sales managers have to go through the tedious process of planning territory assignments and setting realistic, targeted quotas for sales reps.

The Solution

With MicroStrategy, sales managers can use data discovery applications to optimize quota plans and re-align territory assignments to keep sales reps motivated and ensure the company meets their revenue goals. Leveraging data directly from Salesforce.com and other systems, managers can use sophisticated predictive analytics to analyze historical sales data, quota figures, buying history for named accounts, market trends, and more, to make more accurate sales forecasts and better position sales teams for the next quarter or year. Sales managers can then appropriately distribute quotas by determining the potential of each territory. With realistic sales quotas based on accurate territory evaluation, sales reps will be more motivated to reach their objectives. Additionally, sales managers can use the application to perform what-if analysis to optimize territory assignments and see the potential impact of adding resources to a given territory. With visual data discovery, threshold-based markers make it easy for sales managers to identify territories that need more attention.

Territory and Quota Planning

Sales Compensation

The Challenge

Many organizations struggle to successfully implement compensation plans that effectively incentivize and reward sales employees for their performance. This is often due to problems with data availability or accuracy and the administrative challenges associated with managing multiple, complex incentive plans and tracking quotas. Additionally, many sales managers lack the tools needed to quickly obtain a 360-degree view of their entire sales force, including information about sales cycles and sales rep performance.

The Solution

MicroStrategy provides sales managers with the tools they need to monitor the performance of their sales teams, track pipeline goals, and implement effective compensation plans. Sales managers can easily access, explore, and analyze their team’s performance and quota attainment in just a few clicks and quickly determine the top performers. Going beyond data discovery, sales managers can utilize advanced and predictive analytics, including R, to identify possible incentive improvements and ensure top performers are compensated accordingly.

Sales Compensation

Sales Rep Activity​

The Challenge

Many sales organizations struggle with a lack of visibility into employee behavior and resource usage across the enterprise. Often, this “identity intelligence” data is stored in disparate systems, or simply not gathered at all. Without a holistic view of sales activity and performance, it’s harder for organizations to know which sales tools to deploy, which employees are performing best, and how they can better manage each employee.​

The Solution

Usher Professional helps organizations harness the power of identity intelligence by providing a powerful analytics platform, an out-of-the-box mobile productivity application, and tools to easily monitor activity and instantly communicate with users globally. Tapping into access and user activity data, it empowers sales executives with granular information about resource utilization and sales rep engagement. At a glance, sales executives can quickly locate all sales reps in a specific region on a map and can re-allocate resources based on work load, geography, and any other challenges that arise. With such a simple way to manage sales teams, managers can more effectively support the performance of every employee and build a more productive organization.​

Sales Rep Activity​

Sales Productivity

The Challenge

Sales reps spend much of their time in the field meeting with customers and prospects. Often, their accounts’ schedules change and meetings get cancelled at the last minute. These scheduling changes can significantly impact the productivity of sales reps.

The Solution

MicroStrategy sales productivity apps can completely change the way sales people work. These apps give sales teams the ability to visualize ongoing field activity, so they can more effectively manage workflows and improve forecasting accuracy and performance. With these tools, sales professionals can have instant access, while online or offline, to the information they need to prepare for meetings and close deals. That means if a customer has a question during a meeting, the answer is just a tap away. With data at their fingertips, sales reps can be more responsive to changing schedules. When a meeting gets cancelled at the last minute, a salesperson can quickly identify another prospect or customer to call during that time. And with the ability to access and write back to critical information systems, sales people can update opportunity information or forecasts, create sales quotes, log meeting activities, and more — all from the field. They never have to wait until the end of the day to catch up on administrative tasks.

Sales Executive Workbench

The Challenge

Sales leaders often struggle to quickly identify poor sales performers and fully leverage the potential of strong sales performers.

The Solution

MicroStrategy provides sales executives with the tools they need to monitor performance, whether they are in the office or on the road. Mobile sales operations apps provide real-time visibility into ongoing sales cycles and enable executives to take proactive action when necessary. By blending and analyzing data from ERP, PSA, HRIS, CRM, and other sales systems, MicroStrategy is able to deliver a 360-degree view of sales activity at the region, territory, and individual level. This type of insight is crucial to sales leadership as they seek to boost performance and reduce risk among their teams.

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Sales Renewals

The Challenge

To establish recurring revenue streams from existing customers, sales managers need tools to increase the availability of customer data. With better insight, they can improve the customer experience, manage customer expectations, identify competitors on each account, and discover new opportunities.

The Solution

For many companies, a large portion of their revenue and profits come from existing customers. That’s why investing time and effort in existing accounts to ensure recurring revenue is a critical part of the sales process. MicroStrategy gives sales teams the ability to dig deeper into customer data to determine opportunities for future expansion in accounts and forecast the probability of recurring revenue. Sales teams can drill into the data to identify and address renewal revenue challenges and employ best practices to achieve revenue growth and customer retention.

Sales Renewals

Training

The Challenge

Many B2B prospects and customers say that sales teams are not prepared for their first meeting. Limited mobile access to up-to-date content such as training videos, sales presentations, and marketing collateral are major challenges for many sales professionals.

The Solution

MicroStrategy empowers companies with mobile sales enablement solutions that give sales professionals everything they need to drive meaningful conversations with their customers. These mobile apps integrate data from a wide range of sources and give sales reps seamless, on-the-go access to everything they need to make the most of their meetings. Armed with mobile sales enablement apps on tablets or smartphones, sales reps can vastly improve interactions with customers and prospects. These apps give reps the ability to access and share the latest multimedia content such as sales presentations and marketing collateral. By leveraging training videos, industry research, and competitive intelligence, reps can better prepare for meetings, present more compelling offers, and more appropriately respond to client questions.

Training

Task Management

The Challenge

Sales people spend too much of their time completing administrative tasks. The hours devoted to these tasks is time away from actually selling.

The Solution

MicroStrategy Mobile apps support offline data access and transaction services, so sales people never have to wait until the end of the day to catch up on their administrative tasks. On-the-go processing of mobile transactions lets sales reps update account information and forecasts, create sales quotes, and log meeting activities, regardless of internet connectivity. That means that sales reps can focus their energy on closing business instead of completing administrative work. Sales teams can work smarter and more efficiently with the ability to access and update critical opportunity information and create quotes on the road. That leads to empowered sales people, more sales, and happy customers.

Task Management

Customer Insights

The Challenge

Traditional sales and CRM systems only provide a fraction of the capabilities demanded by modern sales organizations. They are not equipped to handle the demands of a mobile sales team, and struggle to provide the type of in-depth insight into individual customers or prospects that salespeople need to be effective.

The Solution

MicroStrategy helps sales organizations effectively utilize customer insights to acquire new customers, retain existing ones, and maximize customer lifetime value. Armed with mobile sales enablement apps, sales reps can vastly improve interactions with customers and prospects by accessing and sharing personalized information on demand. Information-rich apps provide sales representatives with the ability to quickly view their entire book of business and analyze real-time account information related to quotes, buying patterns, demographics, products, regions, and more. Our software enables sales reps to gain a holistic view of customers, from communication records, to open and resolved issues, to account-specific needs. Armed with customer insight, sales reps are empowered to present more compelling offers, easily identify upsell or cross-sell opportunities, and have spontaneous conversations with their accounts that help to drive profitability.

Sales professionals at leading global organizations rely on MicroStrategy every day.

Sales Department Resources

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