Brainshark Adds Analytics to the Sales Accelerator

Brainshark, a provider of cloud-based sales enablement solutions, today released enhanced analytics capabilities for its Sales Accelerator platform. According to Alex Salop, director of enterprise product marketing at Brainshark, the improvements will give managers deeper visibility into the activity of reps during all stages of the sales cycle, in turn allowing them to heighten team productivity. 

"When organizations want to move the needle with their sales forces, they typically look at results," Salop says. "Results are a great thing to look at, but they're also a lagging indicator. They don't reveal how you got there. What we're providing…is the ability to find out what steps in the process affect deals, and…to see specifically what content works, when it works, and how it should be used in the future."

Launched last October, the Sales Accelerator equips organizations with on-boarding and training resources and content delivery tools; previous iterations of the platform included analytics surrounding how leads interacted with content, but provided no insight concerning the deals that were closed as a result. The new analytics capabilities will complement the package with information designed to help managers identify the challenges their reps face at various stages of the selling cycle. Rather than using the contact engagement as a proxy measurement, Salop says, managers can now be "much more specific in [their] diagnosis of what works and what doesn't work." 

The updated platform includes dashboards and forecasting tools that allow managers to determine how content is accelerating revenue growth. With such knowledge, hypothetically, managers will be able to determine what distinguishes their top selles from those who are underperforming, ultimately to bring them up to speed. In addition, marketers can get a glimpse at the ROI of their campaigns.

For Brainshark, the release comes as a response to customer requests for tools to help boost sales force productivity. The company points to a TAS Group report that suggests that more than two thirds of reps in all fields are not regularly meeting their quotas.

Salop points out that companies have little faith in sales forecasts. "People are always lamenting the inaccuracy of forecasting," Salop says. "In fact, there's a survey we often quote from a while back which determined that 100 percent of the companies surveyed felt results were a good indicator of sales performance, but had very little confidence in forecasts. That's because forecast is made of conjecture."

Brainshark aims to bolster its customers’ confidence in forecasts. "The analytics we're providing give early insights that help companies determine whether they need to make changes…sooner, faster, and with greater confidence," says Robin Saitz, Brainshark's CMO. 

CRM Covers
Free
for qualified subscribers
Subscribe Now Current Issue Past Issues

Related Articles

Brainshark and Profitable Channels Offer Content Self-Assessment Tool for Marketing and Sales Teams

The free survey delivers insight on content effectiveness.

Brainshark Releases Analytics Dashboard, Sales and Marketing Clouds

The visual interface for Brainshark's new analytics dashboard features more robust analytics in a central location.

Brainshark Integrates with Salesforce's Work.com

Brainshark's sales performance tool available on Salesforce1 AppExchange.

Bigtincan Updates its Mobile Content Enablement Platform

Tighter links with CRM systems help mobile sales and service professionals glean insights about content.

Brainshark Launches Sales Coaching Solution

Brainshark for Coaching aims to help sales managers mentor their reps.

Brainshark Enhances Its Sales Coaching Product

The new features encourage collaboration among sales reps.

Brainshark Partners with Highspot

Brainshark and Highspot integrate their solutions for sales enablement.