Tiré de:  How Qstream Uses Neuroscience, Data And Mobile To Improve Sales Productivity

Écrit par: Forbes, Cision

SOMMAIRE EXÉCUTIF

Je vous recommande fortement de lire cette article sur une application web que je viens de voir sur le web et d’analyser. J’ai eu quelques discussions avec leur spécialiste et ce qui est remarquable dans leur logiciel c’est que l’efficacité de l’outil a été démontrée par des recherches en neuroscience.

Ils ont démontré que de pratiquer régulièrement des scénarios de formation trois minutes par jour sur un appareil mobile a un impact énorme sur la capacité de mémorisation du participant. Les participants jouent essentiellement un jeu, ils s’affrontent et marquent des points, se retrouvent sur des classements, alors que le système leur propose des scénarios dédiés à leur pratique d’affaires. En plus de cela, les données qu’ils recueillent et les informations générées grâce à la technologie d’analyse sont très précieuses pour le directeur des ventes et les responsables des organisations. Pour la première fois, ils disposent désormais de données réelles sur les capacités de leur force de vente, leurs lacunes et sur la manière de résoudre les éventuels problèmes.

N’hésitez pas à consultez notre site web pour en connaître plus sur le développement des compétences d’une équipe de vente

http://vivainnovation.com/augmenter-revenus-equipe-de-vente-et-marketing/

 

How Qstream Uses Neuroscience, Data And Mobile To Improve Sales Productivity

Recent research reveals that 56% of sales teams are expected to hit growth goals that are at least 20% higher than last year. No wonder organizations are continuing to invest more and more in productivity solutions, spending some $20,000 per sales rep per year. Yet only half of these organizations say they have the means to adequately measure the results of all of this activity and investment.  Could neuroscience and medical research be the answer to the sales productivity challenge?

That’s what the folks at Qstream believe. The innovative Boston-based company combines, mobile, science and software in a simple to use app that they claim is helping its customers, including many of the world’s top brands, outperform their peers by up to three times in average annual revenue growth.

Qstream positions itself as the only sales productivity solution whose effectiveness has been clinically proven in rigorous scientific trials to enhance sales capabilities and durably change behaviors with impact to the bottom line. They do this by letting sales reps participate in 3-minute  challenge competitions pushed to their smartphone or mobile device every few days. Then the app’s analytics engine continuously synthesizes millions of data points into real-time insights providing its users with personalized coaching actions.

“We sell a sales capabilities platform into the salesforces of the world’s largest brands. And what we’re offering them is a platform that allows them to measure sales force capabilities, in near real-time, in a science-based and data-driven way. Are they effective as salespeople, can they add value when they’re out talking to customers and prospects? And we do all of that by having the sales rep essentially practice these challenge-based scenarios in three minutes a day on their phone,” says Duncan Lennox, Qstream’s Co-Founder and Chairman.

Science is fundamental to the service. Lennox’s co-founder, Dr. B. Price Kerfoot, is a Harvard Medical School professor who spent the last ten years doing clinical research into the neuroscience of behavior change.  He was teaching at Harvard Medical School, and he knew he had some of the brightest, most motivated students in the world, but decided to ask the question—“are they remembering most of what I’m teaching them?”

To no one’s surprise he discovered the answer is no. As a physician and a scientist he decided to look at the problem by actually measuring what happens in the brain using FMRI technology to watch the processes that take place in the brain when you’re remembering something, when we’re trying to establish patterns and change behaviors.

Through more than 20 randomized controlled trials, which he conducted to the same level of rigor as a clinical drug trial, he developed and refined this methodology. Lennox got involved when Harvard wanted to take the methodology and spin it out and make it available to the broader world, which would later be commercialized as Qstream.

“I’ve been doing enterprise software for almost 25 years and I’ve never seen anything in the technology industry that’s literally backed by proven science in terms of its effect on us. What we’ve then learned over the years is that the ability to practice scenarios in three minutes a day on your phone has enormous impact. The reps are essentially playing a game, they’re competing against each other and scoring points, getting onto leaderboards, while the system is adapting uniquely to them. On top of that the data that we gather and the insights we can generate through our analytics technology is actually more valuable to sales leadership and senior leadership in these organizations that we work with. For the first time, they now have actual data on the capabilities of their salesforce and how to address any potential problems,” says Lennox.

The Qstream application can be integrated into CRM systems such as Salesforce.com, so data travels in both directions. “Now you’ve got this new feed, this real-time capability feed that’s coming in as well that you can put into the mix,” says Lennox.

The company came to market with the product in the middle of 2011 and has more than doubled its revenues every year in those five years. Lennox won’t divulge exact numbers today, but he expects to continue on that trajectory going forward. With more than 80 employees, they have over 300 customers using the software. The company initially focused on the life sciences industry to give a focus to their go-to-market strategy on an industry with a large, global distributed sales force. Today they are in more than 60-percent of the top 50 life sciences companies in the world, including 14 of the top 15 pharma firms, and 7 of the top 10 medical device companies.

In 2017, Qstream’s SaaS platform continued its growth trajectory as market leaders such as Mastercard, HubSpot, Nuance Communications, and Olympus Medical Systems committed to new or significantly expanded relationships with the company. Qstream also released new platform features, including the addition of video coaching to its award-winning Coaching Hub, and integration to Veeva CRM.

About Qstream
Qstream is focused on making salespeople great at what they do, in just minutes a day, by combining performance insights, coaching support, and knowledge and skills reinforcement in one convenient mobile app. Our clinically proven approach helps sales leaders align team capabilities to their unique sales process, KPIs, and customer path to purchase, while identifying gaps that put performance goals at risk. The Qstream platform is used by hundreds of leading brands in life sciences, technology, financial services and healthcare, and supported by a network of more than 50 global partners.

Source: Forbes, Cision