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There are still often huge differences in the performance of sales forces both within and between companies.
While Elon Musk and Mark Zuckerberg debate the dangers of artificial general intelligence, startups applying AI to more narrowly defined problems such as accelerating the performance of sales teams and improving the operating efficiency of manufacturing lines are building billion-dollar businesses.
Along the same lines, my colleague Richard Boyatzis, professor at the Weatherhead School of Management at Case Western University, has found that the vast majority of leadership competencies that predict the performance of sales leaders are based on emotional and social intelligence -- not cognitive intelligence (like IQ).
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Other features include engagement metrics, performance stats of sales reps, and predictive modeling around deals.
In the UK, Russell Ward, chief executive officer of Silent Edge, which helps companies improve the performance of their sales staff, is trying to spark interest in sales among even younger students.
Trampoline's main product is the SONAR CRM software which is designed to boost the performance of B2B sales teams by automating a lot of the sales and contact processes.
And the company has installed motor-driven windmills to display the relative performance of five sales teams at a financial-services company: the more they sell, the faster the windmills spin.But Ambient Devices expects the greatest demand for its products to come from money-rich but time-poor consumers.
Elastic actually developed Close.io in-house to increase the performance of their sales people.
Using their own metrics for success, managers can then compare the performance of their sales reps on a dashboard.
Instead, it looks at the performance of different sales teams within the company, allowing them to compete for limited "seasons," with rewards for the winners.
"By watching and measuring these traits closely over time, we identify the patterns of sentiment that are both correlated and causal to the performance of organizations (sales, net promoter score, productivity, sick days, truancy).
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Justyna Jupowicz-Kozak
CEO of Professional Science Editing for Scientists @ prosciediting.com