Staying Ahead of Sales Mega-Trends: Growth Through Learning
This is the final part of a 4-part series addressing how Personal Business Analytics help our customers respond to the emerging mega-trends set forth by McKinsey on the Salesforce blog.
Growth through learning
These days, the market can change so much and so quickly that those who can’t keep up will lose out to those who can. According to McKinsey’s mega-trends, “collaborative technologies and lower experimentation costs are game-changers for business economics” and the “premium today is on learning quickly, not planning.”
But to really get value from learning from every customer interaction, companies need to be much more agile. From their supply chain operations, to human resources, to how their sales people adapt to changing customer situations, every group should be ready and able to pivot and shift on short notice.
When looking at learning specifically for sales teams, there is more data available than ever before, as the amount of content on the Web has boomed. Today, insights can be found in all the nooks and crannies of the web—but many sales intelligence tools only look at a small subset of content available, leaving sales teams with the same insights as their competitors or forcing them to have to spend valuable selling time using non-professional tools like Google to find what they need. As McKinsey previously outlined, in a world where sellers have to keep up with highly-networked super buyers, the emphasis on learning can easily turn to catastrophe if it means that employees are spending too much time searching for the information they need.
To meet this need and stay on top of this mega-trend of “growth through learning,” FirstRain customers are using very personalized information experiences across almost every business function: supply chain organizations use it to track market shifts and spot risk; human resources stays on top of trends in hiring processes; marketers get ahead of emerging industry trends and sales teams grow revenue by maximizing “learning from every customer or potential customer interaction” through insights that intelligently guide them through their sales cycles.
Agility and understanding go hand-in-hand, and having a solution that makes you both smarter and more flexible can change the game.
