Deal Inspection - SalesCoachGPT

Help Sales Managers understand the quality of the deals across their team and identify which ones their reps should focus on advancing.

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Inspiration

Pain with Sales

Background

Sales Teams heavily use CRMs to manage their deals/customers. Sales Reps add data to fields on the CRM database to provide context but it's difficult for Sales Managers to understand where deals stand because it's a lot of read-through manually (a Manager typically has 5-10 Reps, and each Rep can have 20 or more deals each). Each week Sales Managers manually review their team's progress/data in a 30 min 1:1 meeting per Rep.

Separately, Sales Managers are responsible for coaching their Reps to follow their sales process and advance their deals in a methodical manner, it's not feasible for them to review each deal in detail.

This means losing momentum on deals and missing revenue.

What it does

Sales Managers can use SalesCoachGPT to give meaning to CRM fields and provide evaluation criteria for each field. SalesCoachGPT will then score each value in the field based on the quality of the data and context, so that A) Managers can quickly identify which deals are healthy/not healthy and provide guidance to their Reps, and B) Reps can get asynchronous coaching to help them follow their sales process to advance their prospects.

How it works

  1. Sales Manager provides context to a CRM field and can specify evaluation criteria
  2. SalesCoachGPT scores each cell from 1-5 and highlights accordingly (1 is bad/red and 5 is good/green)
  3. SalesCoachGPT reviews all scores on a row and averages it out to highlight the row accordingly (1 is bad/red and 5 is good/green)

Challenges we ran into and what we learned

On the first day, we went pretty far along with one idea, only to ax it near the end of the day. Although our first idea would have solved an important problem, we realized we were not leveraging the strengths of AI/ChatGPT to its fullest potential as we were using it to replace standard programming vs doing things that were not possible with standard programming.

When we pivoted to our second idea, we focused on problems and solutions that leveraged ChatGPT's unique competencies.

What's next

We can apply this to Scratchpad to better help Sales Teams better manage their pipeline in Salesforce.

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