The best sales teams focus on building effective relationships.
However, there still remains a major gap when it comes to being able to measure the strength of a sales organization’s relationships with key decision-makers at customers/prospects, with the data available in most cases being limited to CRM data (manually maintained by sales reps) – which provides information on activities, but doesn’t provide an objective measure of the relationship strength between two individuals.
Cue Relational Analytics – a niche, yet incredibly powerful analytical approach that provides a lens into how work really gets done at your organizations by mining behavioural insights from internal and external employee communication and collaboration metadata, and then correlating these behaviours with desired outcomes such as increased productivity, innovation, engagement, wellness and reduced attrition, to enable you to nudge your employees to adopt desired behaviours to help them succeed in their roles.
Using several metrics from employee digital communication metadata ( no content is analyzed) such as the volume and frequency of communications, average time to response, % response rate etc., we’ve developed a proprietary algorithm that can score the strength of relationships that employees are building and maintaining with internal/external stakeholders, without analyzing the actual content of communications.
Relational Analytics can help your sales organization close more deals by uncovering hidden patterns in your sales team’s customer and intra-company networks enabling you to identify points of intervention and coaching.
Real-time insights into customer relationships
Assess deal progression and expected customer behavior by analyzing the progress of communication and the strength of relationship with sales contacts
Visibility into Relationship Strength with sales opportunities
Understand if your sales reps have the required breadth of stakeholder connections to drive decisions within your customer’s organization
Assess Relationship Strength with Key Stakeholders
Deep dive into an individual customer to identify gaps in decision-maker, economic buyer and influencer stakeholder coverage
A Holistic View of Your Sales Team’s Internal and External Relationships
Leverage your sales teams’ internal and external networks to identify hidden communications to key customer opportunities in order to improve coverage and mitigate commercial risk
Predict Individual Sales Rep Attrition Risk
Identify which individual reps are at risk of leaving the company and why. Understand how individual flight risk translates into commercial risk for your organization and what you can do to prevent turnover or mitigate the effects of key influential sales reps leaving your organization.
Accelerate Sales Rep Onboarding
Drive transparent and informed sales rep onboarding by automatically highlight the strongest relationships of the departed sales rep. The sales leader coaches the new rep on the network he or she needs to immediately nurture ensuring faster and more effective onboarding.
Mitigate Burnout Risk
Visibility into after-hour work patterns and collaboration overload for your sales reps to reduce the likelihood of burnouts. Identify wasted time spent in ineffective meetings to coach optimized allocation of time.
Relational Analytics – Key Benefits for Sales Leaders
1. Effectively measure customer relationships
Analyze the strength of your sales reps relationships with prospect organizations, compared against previously won deals.
2. Ensure internal alignment to deal progression
See how your sales reps are communicating with your internal teams like marketing, development and customer success
3. Accelerate Sales Rep Onboarding
Help your new hires build the necessary internal and external relationships required to be successfully closing deals
4. Identify Individual Areas of Improvement
Compare the networks of individual sales reps against high performers to deliver targeted coaching
5. Forecast accurately based on customer responsiveness
Leverage relationship signals with key account stakeholders to identify which deals are likely to close in the expected timeframe
About Panalyt
Panalyt bridges the People-Data Gap, enabling real-time, uniform access to relevant people data, reports, and insights for CxOs, HR and business managers.
People data, including employee interactions and connections is combined with business data empowering businesses to leapfrog to data-driven decision making, eliminating bias and improving engagement, sales effectiveness, productivity and, as a result, business performance.
Interested in a further discussion on how People Analytics and Relational Analytics can help you drive improved employee and business outcomes? Book a 30-minute discovery call with our Panalyt co-founders to learn more!
