Nick Rini, CEOStellar selling skills and excellent judgement exercised by sales professionals are two crucial elements of success in Sales. Now, these attributes are being measured and developed via the emerging field of Sales Performance Intelligence, which employs predictive analytics, conversation intelligence, modern sales training and gamified 3D simulated role-play. Collectively, this speeds a sales rep’s ramp to revenue and delivers more wins, sooner rather than later.
Typically, most sales organizations don’t question their decisions around hiring sales professionals until a rep misses their sales target. Even then sales leaders may only reluctantly take action due to risks associated with replacing a rep. But “Wouldn’t it be so much easier for organizations to mitigate this risk by understanding the capabilities and Selling Intelligence of a rep before investing in them?” questions Nick Rini, CEO of Selleration. The results when companies get it right up front are reduction of hard dollar and lost opportunity costs, and increased revenue.
NY-based Selleration is at the forefront of offering SaaS-based tools to evaluate and improve Selling Intelligence. “Selling Intelligence is a unique measure that enables organizations to make informed business decisions around hiring, investment, development, and reassignment of salespeople,” explains Rini. Measuring Selling Intelligence is a major challenge for CSOs; Selleration addresses this by uncovering a salesperson’s selling DNA through its product, UPtick—a cloud-based sales performance intelligence platform.
A Flight Simulator for salespeople
Functioning as a ‘flight simulator for salespeople,’ UPtick offers executive sales leadership the ability to predict reps’ quota attainment. The tool can be used both pre and post-hire, measuring gaps and then placing salespeople on a prescribed learning journey by simulating real-world selling situations. 3D animated role-play featuring an avatar engages sales professionals in a flexible, modern, and effective learning environment.
To measure, predict, and develop the performance of salespeople, Selleration has assembled a team of diverse experts - industrial/occupational psychologists, sales effectiveness practitioners, game design and development specialists, large scale systems designers, and sales leaders.
Knowing the Selling Intelligence Score enables sales leaders to make informed business decisions around hiring, investment, and development of salespeople
“Executive sales leadership sees their sales team as a living, breathing asset that differentiates their company and offerings. Knowing why, when, where and how to invest in that asset is essential. And our system provides those insights,” states Rini.
Case studies support UPtick’s ability to transform the Sales landscape. In one example, the company assisted a well-known financial services company that used UPtick to evaluate and reconfigure their sales team. Existing sales team members ran through UPtick, resulting in identification of professionals who lacked the Selling Intelligence to consistently perform as needed. It also showed why they were not succeeding. Those reps were replaced by new hires who were also evaluated with UPtick and assigned a predicted quota. The new team member findings were validated one year later when they exceeded actual quota attainment by comfortable margins.
Selleration continues to work to align its solution with clients’ needs. The firm has incorporated artificial intelligence to predict quota, and 3D animation and Gamification to develop improved Selling Intelligence. They have most recently delivered an advanced virtual reality (VR) interactive application to train Sales on elevator pitches. In all future initiatives, the Selleration team believes meaningful, actionable data will drive sales growth, and are committed to continue to find innovative ways to collect and report data to increase customer’s sales reach.