Software firm Pegasystems has launched Pega Sales Coach which uses predictive analytics to evaluate salesperson performance and suggest measures to improve underperforming sellers. Pega Sales Coach is basically part of company's automation tools but now with the help of artificial intelligence (AI), it is able to recommended actions on an easy to use dashboard.
According tech firm, Pega Sales Coach uses AI to evaluate a seller's performance by analysing more than 50 distinct actions a typical sales rep takes each day. The software alerts managers to underperforming sellers and generates real-time coaching tips to help them initiate, progress, and close more deals. An intuitive set of dashboards gives managers an at-a-glance view into their entire team's performance and tracks progress against coaching plans. Pega's predictive analytics can give insight into the likelihood of success for new sellers in as little as three months – enabling organisations to react faster to underperformance trends.
Pegasystems said for most organisations, understanding why a seller succeeds or fails can be a dark art. This is because they rely on sales force automation (SFA) tools that simply track the seller's basic actions – such as the volume of calls, meetings, and offers. They now need automation tools like Pega Sales Coach to understand behaviour on the go.
“Until now, the only clear and reliable sign of an organisation's sales performance came when the sale was won or lost. Using predictive analytics, each sales rep can now get real-time coaching that will impact deals in progress and uncover hidden leads and opportunities. We're redefining sales automation from a static database into a dynamic assistant that makes good sales people great,” said Don Schuerman, CTO and vice president, product marketing, Pegasystems.
Pegasystems is an American software company based in Cambridge, Massachusetts. It deals in software for customer engagement. Its cloud-architected software – built on its unified Pega Platform – is used by many organisations as a change applications to meet strategic business needs.
