Voice controlled digital assistants may not sound that exciting, but if you’re in sales, sales management or in any position responsible for revenue, they should be. When properly implemented, digital sales assistants let reps update the CRM with simple voice and text instructions. No logging in required. No screens, menus, dialog boxes and commands. No excuses for not updating the CRM.
Though the technology is relatively new, it’s already been shown to drive better ROI from your existing sales technologies. Here are three benefits users are seeing.
50% Faster CRM Adoption
Voice controlled digital sales assistants help break down two barriers to CRM adoption.
First, there’s the ramp up. Reps need to learn your implementation—your screens, menus and requirements. Then adapt to new requirements as they evolve. These assistants have been shown to flatten that learning curve, asking reps for information rather than forcing them to learn a computer interface.
Second, and perhaps more important, high-performing salespeople engage well with others. Their natural rhythm is to talk, listen and build relationships. CRM turns them into data entry clerks, a job more suited to introverts. It disrupts the flow of what makes them successful.
Voice-controlled assistants let reps talk to the CRM the way they talk to a client—following a basic script but essentially using their own words and personality. The artificial intelligence engine extracts the information you need and puts it into the right CRM fields.
Improved Forecasting and Pipeline Management
Companies with voice-controlled digital assistants report capturing up to 300% more data.
That’s because the digital assistant is like a human aide—one who reminds you to do something and asks you about it when you’re done.
A bit of a nag, maybe. But now reps have no excuse for not updating the CRM. Or for just entering the bare minimum. A digital sales assistant can be configured to know what’s required and prioritize what isn’t. You get more data and you get it immediately after each activity.
The data should also be error-free. The voice interface captures all the data and asks the rep to check the work, usually in a text message format. If the speech recognition engine misunderstood or got a spelling wrong, the rep simply texts the correction to the assistant.
More data + accurate data + timely data entry = better analytics.
Up to 100 Extra Selling Hours Per Year Per Rep
According to Hubspot, 29% of salespeople spend an hour or more each day on data entry and 17% of cite manual data entry as the biggest challenge using their existing CRM.
Oddly enough, it’s the best reps who data entry hurts the most. They have more deals in the pipeline, they capture more information, and have that much more to enter into the CRM.
Voice-controlled digital sales assistants eliminate manual data entry. That frees reps up to generate leads, research accounts and yes, sell.
Which, when you think about it, is what all sales technology should be doing.
Jake Soffer is CEO and founder of Rollio, a New York City startup that focuses on artificial intelligence and sales technologies. For more information visit gorollio.com or follow Rollio on LinkedIn and Twitter.