Every sales representative has their own way of things. Some enjoy doing non-call tasks, and there are others who don't. No matter how they love or hate these tasks, data entry, customer relationship management (CRM), and admin tasks take a lot of time from their hands. Instead of focusing on the things they are supposed to be good at, which is—of course—selling, they tend to focus on these tasks.
To back this up, Salesforce has revealed data that sales representatives only spend 1/3 of their time selling, while 31 per cent of the time is spent on searching and creating content and 20 per cent is spent on CRM, admin and reporting tasks. Then, below is a pie chart created by Get More Done regarding the sales representative’s typical percentage of how they spend their weekly hours.
Based on these data, there is definitely time wasted and costs company their money. But, the co-founders of Fireflies.ai, Sam Udotong, Krish Ramineni and Om Mahida, have found a solution to the data entry dilemma. Their bot, fireflies rummages for important data, which it thinks is relevant to the sales representative. There will be no need for the sales representatives to take down notes since Fireflies can do it for them. As the information written on the Fireflies website says it: “You don't have time for busy work. You focus on the talking and I'll take care of the rest.”
Fireflies also notify users when they have last talked with a contact, and will even make suggestions on how to start a new conversation with those people. Mr Ramineni said, via americaninno.com, fireflies "helps them understand their own interaction history and network by sharing insights and smart reminders to guide them.”
Image Credit: Fireflies.ai via americanno.com
“Its core set of features are built around email engagement because that’s how most professionals interact, and email can be like a black hole for messages,” he added.
In terms of current CRM systems, Mr Ramineni explained that whenever a sales representative have prospect or customer calls, Fireflies will opt to plug them into a calendar and start dialling the call.
"Let’s say you’re on a sales call and you’re asking your customer a bunch of questions: “What’s your budget? Who needs to sign off on this product? How much does it cost for me? I want to use this product, but these are the challenges.” It starts logging all that information. If I say the budget is around $3000, it’ll capture that, or if I say I’m not sure this works with our compliance department, it’ll capture the objections," Mr Ramineni said via Forbes.
Sales representatives are having a hard time budgeting their time since they also have non-call tasks that are needed to be done. With this innovation, data entry services will be a lot lighter compared before and will definitely help call centres in focusing more on their expected roles.
Publish Date: September 13, 2017
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