sputnik 3 predict-coach-grow with salesforce.com

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Predict-Coach-Grow

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Presented by Paul MulderSputnik-3: Executivepaul@sputnik-3.commrpaulmulder

Predict-Coach-Grow

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Agenda

o Predictability: The Right Place at the Right Time

o Artificial Intelligence/Machine Learning/Natural Language Processing

o The Coaching Imperative: Coaching to Grow

o The How: Objectivity, Consistency & Best Practice

o Playbooks

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oThe Right Place at the Right Time….and the ability to act appropriately

oArtificial Intelligence/Machine Learning/Natural Language Processing

Predictability

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Artificial Intelligence

o What is Artificial Intelligence?

o Data & Context

o The importance of algorithms and methodology

o Leverage experience & Best practice

o Context: Apply what is learned to current environment

$153 billion estimated market

for AI solutions by 2020 - Bank of America Merrill Lynch

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AI: The Importance of Data

o Sources

o Legacy

o Scenario Planning

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AI: The Importance of Algorithms and Methodology

o Methodology – Objectivity, Consistency & Best Practice

o Removal of emotion or subjective decision making

o Repeatable rigor is enforced

o Machine learns through assimilation of historical data

o Apply what is learned to current environment

o Coaching

o Playbooks

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– The Sales Management Association

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1. Management views sales coaching as the most impactful sales effectiveness investment, when considered alongside alternative initiatives like training, best practice sharing, and incentive redesign.

2. Furthermore, coaching is chiefly valued for its direct impact on business performance – not simply as a people development initiative.

3. Management intent upon moving the performance needle sees sales coaching as the single most impactful strategy to do so.

– The Sales Management Association

Research Brief: Measuring Sales Management’s Coaching Impact

The Coaching Imperative: Coaching to Grow

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© SPUTNIK-3 Customer Centric Systems Confidential

The How: Objectivity, Consistency & Best Practice

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The How: Objectivity, Consistency & Best Practice

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The How: Objectivity, Consistency & Best Practice

© SPUTNIK-3 Customer Centric Systems Confidential

Discussion&

Thank You

Web: www.sputnik-3.co.za

Email: paul@sputnik-3.co.za

TEL: +27 12 661 2142