Every sales rep needs a sidekick. We’ve been shouting it from the day we started Olono. It’s one of the primary reasons we introduced Olono. And now it’s clear that others are catching on. Earlier this week Miller Heiman, a company known for sales training, introduced Scout, “a platform guides sellers through Miller Heiman sales methodology and suggests actions to improve the odds of winning a deal.”
Here it is. One of the most well-known sales process consulting firms is echoing the conclusion that B2B sales reps are so inundated with data and processes—and opportunities that are all different and ever-changing—that they need help. And they need it in the form of an intelligent tool that can guide reps every step of the way.
This is huge validation for the market. And while we agree on the challenges reps face, at Olono, we take a different approach to delivering recommended Next Best Actions that help increase pipeline velocity and improve overall sales outcomes.
First and foremost, we believe that in order to deliver real-time, intelligent actions, you must have all the data. That’s why we automatically collect data from 70+ sales tools, apps and websites and use that data to create the recommended steps. We’re not a task manager and we don’t recommend actions that a rep has already taken (that would get old quickly).
Second, we know that adoption requires delivering immediate value—not just to sales managers, but also to reps. So we start by offering one of the most impactful benefits to reps—automated data entry. Yes, Olono automatically logs data in your CRM (contacts, actions, emails, roles, close dates, the list goes one…), removing that manual data entry burden and ensuring reps want to use the Olono sales sidekick on a daily basis. Adoption is half the battle and by helping reps on day 1, Olono becomes a must-have, must-use.
Finally, quality over quantity. It’s not about the number of steps, its about the ones that make an impact. That's why we offer three types of next best actions: Data Entry Actions, Process-Aware Actions, and Machine Learning Actions. And we closely correlate each action, along with activities that happen both inside and outside of the CRM, to learn and dynamically evolve the sales process based on what is truly working. Instead of producing reports and dashboards and then analyzing the results, Olono adjusts in real-time. Because let’s face it—in B2B sales every day matters. Why waste them with reports?
It’s clear, Sales Sidekicks are where the industry is headed. So as you evaluate solutions, here are a few important questions to ask.
- How are your recommended steps identified?
- Are the recommended actions based on an established process or do they evolve?
- How many data sources are integrated into the recommended actions?
- How does the solution support hybrid or custom sales methodologies?
- What is involved in setup and training?
- What is the benefit to sales managers?
- What is the benefit to sales reps?
- Can you create your own actions on the fly?
- Are any of the actions automated?
If you have questions about sales sidekicks, we’re here and ready to answer them. You can also learn more by visiting https://www.olono.ai/roles/sales-rep/.