Sales Performance Analytics

(Financial Services Industry)

ROI: return of $311K per annum (7X ROI) for a group of 44 sales reps.

Using AI to provide salespeople with faster, more meaningful insights to support sales strategy and help them reach their target. Anna allowed reps and managers to obtain a personalised understanding of the key drivers of their revenue across various areas - such as channels, branches, products and teams.

Problems we were tasked to solve and audience

Existing process

Salespeople and relationship managers have limited time to manage an ever-increasing number of relationships, understand their client’s business challenges, forecast revenue accurately and be an expert in a large number of potential products.

In this large Singaporean Insurance organisation, front-line sales teams were asking for up to date information about which client to contact and what to upsell/cross-sell. While they did have some basic reports and dashboards that had been created by their analyst team, most of the salesforce relied on piecemeal excel spreadsheets to manage their books. They were unable to answer ad-hoc questions that arose or compare performance across industry/teams.

Key areas that Anna addressed

  • 1.VISIBILITY - Help sales reps quickly understand their performance against quota and clients/products on which they should focus.
  • 2.PROACTIVE CLIENT CONVERSATIONS - Rather than waiting for clients to inform them of significant changes, Anna allows account managers to understand their client business and proactively reach out with advice/solutions.
  • 3.COACHING - Sales managers are able to efficiently prepare for coaching conversations by having access to up-to-date accurate insights about their team’s individual performance.
  • Frequently used terms

  • Performance,
  • Quota /actual sales
  • Client/ product penetration
  • Activity
  • Productivity
  • RM (banks)
  • Agents (insurance)
  • Audience

  • Front-line sales
  • Account Managers
  • General Managers
  • Sales Ops
  • Data Used

  • Sales pipeline
  • Number of products sold
  • Financial performance KPIs
  • Industry benchmarks
  • Revenue
  • Quota attainment
  • Result delivered (sample questions)

    Sample Questions

    Revenue and Key Drivers

  • 1.“Show me quota performance for this year”
  • 2.“What about my Activity performance for this year”
  • 3.“Show me quota attainment by Product for this year”
  • 4.“What is my Average Premium performance for this year?”
  • Key Driver Factors

  • 1.“How is my Active Agent performance for this year compared to last?”
  • 2.“Show me Case Count performance for this year”
  • 3.“Who are my Inactive – High Priority agents to activate for this month?”
  • 4.“What products should this client be using - based on industry norms.”
  • Summary of value

    Sales reps and account managers create quarterly business plans to retrospectively review performance in the previous quarter and plan how they will achieve quota in the following quarter. Before Anna, the process of gathering the required data and insights was estimated to take an average of 2 business days (16 hours). After the implementation of Anna - this was reduced to 90 minutes per rep - saving 14.5 hrs per quarter, per rep. This equated to a time-saving worth over $311K per annum (7X ROI) for a group of 44 sales reps in the pilot group.


    Other benefits include:


    Front line sales are able to quickly see their performance against KPIs and quota - such as new logo acquisition targets - and understand how they are pacing against their quarterly and annual targets.


    Account managers now have a proactive way to keep track of changes in their client base (such as churn, growth and policy changes) and can take quick and relevant action to offer value-add products to their clients.

    Sales management can quickly detect underlying industry shifts in performance and needs from clients/branches/territories that the front-line sales team are supporting. They can also discover the top/bottom performing salespeople/teams, and the underlying reasons for their performance from the perspective of various factors, such as the client/product/sector and penetration. This allows for better coaching conversations to help their team achieve quota.

    Screenshots

    Pro-active insights

    Tasks such as creating your own reports or dashboards require the knowledge of where to navigate through your data for insights, but this has been proven difficult and time consuming.

    Using the power of AI, Hyper Anna executes millions of hypotheses to discover complex patterns in datasets. The most practical and relevant insights are then pro-actively delivered to your inbox. In contrast to large teams of analysts finding answers from data, Hyper Anna will single- handily do it in a matter of hours.

    In this example below, Hyper Anna automatically suggests a sales manager to look into performance of his team members where their current month performance has changed significantly.


    Ask anything

    Getting insights from data is now as simple as asking a question.

  • Surpass the “create vs. consume” dichotomy of reports and dashboards by giving all users access to a self serve platform
  • Govern your data centrally but democratise access to all
  • In this example below, the sales manager asks Anna to analyse revenue trend for each of his team member.


    Hear it from our customers