Solutions for Sales

Today's sales environment is the most competitive it has ever been. More than ever, companies need to leverage technology to optimize operations, maximize performance, and provide powerful sales enablement tools that help teams sell more efficiently. 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.

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Enterprise IoT
Sales Rep

Sales Rep Badge

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

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Enterprise Analytics
Sales Operation

CRM Sales Analytics

Enable sales people to view performance analytics, access client information, and instantaneously add or modify information.

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Enterprise Analytics
Sales Operation

Pipeline Management

A big data application that leverages predictive algorithms on top of historical sales estimates and prospect behavior from social media sources for more accurate pipeline forecasts.

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Enterprise Analytics
Sales Operation

Prospect Analysis

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

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Enterprise Analytics
Sales Operation

Territory and Quota Planning

A data discovery application for sales managers to help optimize quota planning and territory assignments.

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Enterprise Analytics
Sales Operation

Sales Compensation

Use predictive algorithms to help identify incentive programs that reward employees based on performance metrics.

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Enterprise IoT
Sales Operation

Sales Rep Performance

Enable sales executives to track ongoing sales activity, location of sales reps, and the type of analytics being used.

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Enterprise Mobility
Opportunity Management

Sales Enablement

An application that integrates data from a wide range of sources and provides tools for sales reps to drive productive conversations with customers.

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Enterprise Mobility
Opportunity Management

Field Workbench

An application that lets sales people focus on closing business instead of completing administrative tasks.

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Enterprise Mobility
Opportunity Management

Sales Productivity

An application that gives sales people the ability to visualize ongoing field activity, allowing them to improve forecasting accuracy and performance.

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Enterprise IoT Solution

Sales Rep 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.

Sales Rep Badge
Enterprise Analytics Solution

CRM Sales Analytics

The Challenge

More than four out of ten sales and marketing executives say sales forecasting is based on arbitrary or agenda-driven input, not data.*

The Solution

MicroStrategy allows sales managers to more accurately forecast and predict sales performance by providing real-time visibility into sales cycles. MicroStrategy’s powerful analytics platform can aggregate data from CRM, SFA, and other sales systems, giving management a full view of performance at any moment. CRM applications such as Salesforce.com enable sales people to view sales performance analytics, maintain a comprehensive list of client companies and contacts, assess individual company details, and view related business leads. With the ability to build dashboards with data from an existing CRM system users can not only tap into their existing information, but can also instantaneously add or modify existing opportunity details, contacts, and leads. MicroStrategy’s out-of-the-box connectors to SFA and CRM systems ensure seamless integration with no custom coding required.

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Enterprise Analytics Solution

Pipeline Management

The Challenge

65% of sales reps feel their company has missed some opportunities due to ineffective utilization of internal, external, and social data about prospects, while almost a quarter feel they had missed many opportunities.*

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
Enterprise Analytics Solution

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. In fact, up to 50% of sales time is 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
Enterprise Analytics Solution

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 to optimize quota plans and realign territory assignments, keeping sales reps motivated and meeting 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, thresholdbased markers make it easy for sales managers to identify territories that need more attention.

Territory and Quota Planning
Enterprise Analytics Solution

Sales Compensation

The Challenge

Many organizations struggle to implement compensation plans that effectively incentivize and reward sales employees. 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
Enterprise IoT Solution

Sales Rep Performance

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 Performance
Enterprise Mobility Solution

Sales Enablement

The Challenge

Well over half of B2B prospects and customers say that sales teams are not prepared for their first meeting.* Almost half of sales professionals cite “limited mobile access to key selling systems” and “chronic inefficiencies in administrative work that wastes active selling time” as major challenges in sales enablement.

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 analytics and information about customers, accounts, competitors, and products. It’s critical for sales reps to make the most of brief client meetings. Armed with mobile sales enablement apps on tablets or smart phones, sales reps can vastly improve interactions with customers and prospects. These apps give reps the ability to exchange information on demand, answer questions, as well as access and share the latest multi-media content. They can also better prepare for meetings and present more compelling offers by having customer and product information, along with timely market and competitive intelligence, at their fingertips.

Sales Enablement
Enterprise Mobility Solution

Field Workbench

The Challenge

On average, sales people spend 10.7 hours per week — 21% 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.

Field Workbench
Enterprise Mobility Solution

Sales Productivity

The Challenge

85% of companies use manual processes to manage sales contracts.*

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.

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Enterprise Mobility Solution

Sales Executive Workbench

The Challenge

Only 35% of sales leaders quickly identify poor sales performers, and just 52% of sales leaders 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.

Sales Executive Workbench
Enterprise Mobility Solution

Customer Engagement

The Challenge

72% of sales organizations grade themselves at a B-level or below on sales meetings quality. 55% of companies are not prioritizing reps’ ability to personalize content.

The Solution

Armed with mobile sales enablement apps, sales reps can vastly improve interactions with customers and prospects by accessing and sharing information and multi-media content on demand. They can also better prepare for meetings and present more compelling offers by having customer and product information, along with timely market and competitive intelligence, at their fingertips. Companies across industries are exploring ways to utilize mobile devices to enable their sales organizations, as customers now expect salespeople to present timely, relevant information in an attractive format that makes the most of their time. Sales reps who can’t fulfill these expectations are at a significant disadvantage to those who can. The tablet is an optimal device for supporting in-person sales meetings, since its rich displays and multimedia capabilities are wellsuited for capturing and holding attention. Through information-rich mobile apps, reps can display customized insights and access up-to-date materials to support spontaneous conversations with customers. This allows reps to go with the flow of the discussion, presenting information that is relevant and interactive, rather than static and stale.

Customer Engagement
Enterprise Analytics Solution

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, as much as 33% of revenue and 50% of 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

Top sales companies trust MicroStrategy.

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