sputnik 3 predict-coach-grow with salesforce.com
TRANSCRIPT
© SPUTNIK-3 Customer Centric Systems Confidential
Predict-Coach-Grow
© SPUTNIK-3 Customer Centric Systems Confidential
Presented by Paul MulderSputnik-3: [email protected]
Predict-Coach-Grow
© SPUTNIK-3 Customer Centric Systems Confidential
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
© SPUTNIK-3 Customer Centric Systems Confidential
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
© SPUTNIK-3 Customer Centric Systems Confidential
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
© SPUTNIK-3 Customer Centric Systems Confidential
© SPUTNIK-3 Customer Centric Systems Confidential
© SPUTNIK-3 Customer Centric Systems Confidential
The How: Objectivity, Consistency & Best Practice
© SPUTNIK-3 Customer Centric Systems Confidential
The How: Objectivity, Consistency & Best Practice
© SPUTNIK-3 Customer Centric Systems Confidential
The How: Objectivity, Consistency & Best Practice
© SPUTNIK-3 Customer Centric Systems Confidential
Discussion&
Thank You
Web: www.sputnik-3.co.za
Email: [email protected]
TEL: +27 12 661 2142