Sales Managers

Sales managers are ultimately responsible for achieving one goal: helping their team of sales reps achieve the quota established by the organization.

Sales manager role is arguably the most important and most difficult job in the sales organization. They play a major role in sales rep performance through high valued activities such as coaching, helping reps strategize about sales opportunities,and managing the sales process through weekly one-on-ones’, and monthly and quarterly business reviews.   They also support senior sales management by pushing the sales forecast process and providing supporting information about their team and its progress towards the sales quotas.  This limit their ability to focus on the high-value activities such as coaching, and strategizing sales opportunities with sales reps that can have the biggest impact on rep productivity and quota attainment.

TopOPPS supports the sales manager by providing a coaching screen that can be displayed by team member or the entire team and includes:

  • Flexible forecast totals identifying where the sales or team stands on quota achievement, quota gap and different totals for different groups of sales opportunities closer or farther away from closing.
  • Analysis of pipeline by stage identifying the average time “Close-Won” deals are in a particular stage
  • Key metrics over time, for a particular sales rep or for all sales reps for peer to peer analysis including areas like: close one, close lost metrics, including average cycle time; new opps and pushed out opps;  comprehensive win rate and average opportunity size; information about pushed deals.
  • AI driven insights that interpret the metrics and highlight potential training opportunities or positive or negative trends
 

Sales Rep Coaching

 

TopOPPS Email Interface for AI for Sales

TopOPPS Email Interface

Captures all email content into the TopOPPS application and uses sentiment anaysis to rate the email.

Email Addin

Allows the sales rep to perform all functions available from TopOPPS web interface through the side panel email interface

Add Additional Email Addresses to the Buying Group

Both through the email and calendar interface, the sales rep can add additional emails to the opportunity buying group and assign a role.

Mouse over the "+" to see more detail
From High Level Summary Information to Detail Opportunity Information
 
TopOPPS’ Rep Assistant includes integration to both Outlook and Gmail for both email and calendar interactions. TopOPPS works where your sales team works.  The data collection is a by-product of their daily activities.  Sales reps can manage the entire opportunity through the email or calendar interface.  In addition to the email interface shown above, TopOPPS provides a similar interface for the calendar, capturing all meetings and meeting content with sentiment analysis to rate and measure opportunity activity.  It also allows sales reps to perform all functions from the TopOPPS web interface through the side panel calendar and email interface.

 

 

Detail Opportunity Information

Pipeline Report

Sales Reps can view, sort and filter their pipeline report. The can also drill through to the detail opportunity.

Detail Opportunity Information

Sales Reps can view and change detailed opportunity information. They can drill through to alerts and resolve them, they can also “check in” and update the status of the opportunity.

Opportunity Check-In

Independent of Emails and Calendar entries, the sales rep has the ability to “check-in” on the system and assign a thumbs up/down rating to the opportunity and describe current status.

Ability to Dictate Updates

The Sales Rep can use the microphone icon and dictate descriptions or values into any field on the opportunity.

Sales Rep or Team Dashboard View

The dashboard can be by viewed by sales rep or team and identifies all alerts, tasks & events and forecast status. It also provides the ability to drill into alerts, tasks & events and take action.

Mouse over “+” to see detail
TopOPPS’ Rep Assistant includes a native mobile app that facilitates data collection and pipeline management for sales reps on the go.

Sales Rep Activity Report

TopOPPS AI for Sales Rep Coaching

Current Status of Rep or Team Forecast

The top portion identifies current status for this sales period including self-reporting and manager forecast compared to system forecast and period to date statistics like Won and Expected to be won.

Current Pipeline Breakdown by Stage

This summarizes the current pipeline by stage including dollar value, number of opportunities, historic win rate for each stage and rep average days in each stage. # Opps is drillable into detail opportunities.

AI Generates Sales Insights

TopOPPS uses predictive and prescriptive analytics to provide insight into key areas of changes to pipeline or sales rep/team results.

Insights Highlight the Data They Describe

Selecting a Sales Insight highlights the appropriate trend data. Trend data includes close/won analysis, bookings, win rates and the ability to compare results by team or individual sales reps.

Mouse over the “+” to see more detail

TopOPPS Coaching screen helps identify strengths and weaknesses of each team member with AI driven sales insights to help them improve.  It also promotes a consistent structure for performance conversations with the team.

How To Optimize 1:1s for Success

Managers need to meet with reps to help them develop into A-players. This methodology will improve sales growth and blow out your number.  This guidebook includes a template that will improve your sales 1:1 meetings and maximize the development of your sales team.

Sales Managers Guide to Maximize Sales Performance

Learn how to use data-driven best practices to keep score of the pipeline, react quickly to fill gaps and have confidence as you guide your sales team.  Download this guidebook for 5 practical strategies that will help get the entire team exceeding quota.

How to Increase Conversions Throughout the Sales Process

Only 48% of sales reps hit quota, due to an informal sales process.  Download this guidebook for a simple recipe to achieve a formalized sales process that will drastically improve sales funnel performance.