RevClarity: Finding and Closing Revenue Gaps
RevGeneration
Our client knew they were leaving revenue on the table. Our RevClarity assessment showed them where and what to do about it.
Using AI to Better Enable Field Sales
Our client wanted to help their field sales agents be more efficient and effective in planning their daily routines. RevGen helped them build an AI-based mobile app to do just that.
Project Overview
While our Fortune 50 client had many robust datasets that were intended to make their sales agents’ jobs easier, all the data was siloed, meaning that when the agent was in the field, it was difficult for them to access reporting in a consolidated fashion. RevGen was tasked with finding a technological solution to help these agents be more effective while on the go.
Client Challenge
Because of the lack of access to available data, sales agents had a difficult time planning their daily sales strategy, and often wasted time and resources pursuing non-viable leads.
Valuable time lost
As most of the sales data that helped these agents plan their routes and target customers was only available when at their desk, lots of work hours were wasted switching from office to road and back again.
Data lag
Even if they had accessed information in the morning, by the time an agent was speaking with a customer, there was no guarantee if it was still accurate.
Opportunity for better targeting
Despite having massive amounts of data enterprise-wide, the sales teams were only using just the very tip of the iceberg to inform their customer targeting, often resulting in mediocre lead generation.
Approach
RevGen performed a “ride along” with field reps to experience their challenges firsthand and brainstorm ideas on what functionality they would like to see in the final application. Our software team then worked closely with the client’s data team to analyze the data that was available to determine what data to present in a consolidated fashion. After that, the team made a robust design to fulfill the needs of a mobile application and began development.
Solution
Direction for the mobile app in hand, we worked to build a solution that intelligently addressed all the current issues.
Development and testing
The app development had several iterative stages where we could socialize it to stakeholders for feedback and test its capabilities.
Real-time insights
Key to this app was providing the real-time data that sales agents previously lacked. This also included customer targeting insights, such as contact information, serviceability, and propensity to buy – all of which were only available because we were able to securely link the agents to the client’s larger data set.
Intelligent and efficient routing
With the new data available, we were able to use AI to suggest the best routing for sales agents to use when visiting customers and leads in the field.
Integration with Salesforce
We were also able to connect the mobile app back to the client’s existing Salesforce CRM, allowing sales agents to update critical lead information while they were working in the field.
Results
The final app was easy for agents to use, and most importantly, helped save them time during their busy day while improving lead quality and customer experience.
More time selling, less time planning
By replacing desk-bound prep with real-time data in the field, the app gave reps back an estimated 30 to 60 minutes per day. Instead of mapping out their day in the office before heading out, reps moved from building to building with everything they needed already in hand, and that reclaimed time went straight back into selling.
More visibility
Salesforce integration and real-time territory data let reps see how they were performing against their own goals at any given moment, while giving sales managers clearer visibility into coverage and market share.
Reduced costs through route optimization
Intelligent, penetration-based routing kept reps from criss-crossing their territory, cutting an estimated 10–15% of miles driven along with the associated fuel and mileage costs.
Projected lead conversion lift of 5-10%
With serviceability and buy-propensity data telling reps which buildings to work and which to skip, they spent an estimated 20% less time chasing non-viable leads, leading to a projected lift in conversion by an estimated 5–10%.
Success Stories
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