Story image

Pegasystems: Making the art of selling smarter with AI

15 Mar 18

Pegasystems is using artificial intelligence to make the art of selling smarter, and more efficient.

Pega Sales Coach is a new standalone feature within Pega Sales Automation platform that aims to help sales managers develop better salespeople by providing personalised suggestions in real time.

Pega says many organisations struggle to identify exactly why a seller succeeds or fails because there aren’t many tools available today that provide enough in-depth details.

Pega argues that sales force automation (SFA) tools merely track a seller’s basic actions, such as the volume of calls, meetings and offers – basically, showing managers what staff are doing, rather than the why or how.

Claiming to reveal why certain behavior leads to certain outcomes while offering suggestions for how to improve this behavior, Pega uses AI to evaluate a seller’s performance by analysing more than 50 distinct actions a typical sales rep takes each day.

According to Pega, the software proactively alerts managers to underperforming sellers and generates real-time coaching tips to help them initiate progress, and close more deals.

The platform also features a set of dashboards that can give managers an overall view into their entire team’s performance and tracks progress against coaching plans.

Additionally, predictive analytics can give insight into the likelihood of success for new sellers in as little as three months – enabling organisations to react faster to underperformance trends.

Meanwhile, the foundation platform, Pega Sales Automation, can connect sales with other enterprise systems, such as marketing or customer service, breaking down silos across the business.

To back up the importance of their new platform at its launch, Pega references the recent Forrester Wave report that evaluates Sales Force Automation solutions, and which named Pega Sales Automation as the top-ranked current offering.

Pegasystems CTO and vice president of product marketing, Don Schuerman explains that until now, the only clear and reliable sign of an organisation’s sales performance came when the sale was won or lost.  

“Using predictive analytics, each sales rep can now get real-time coaching that will impact deals in progress and uncover hidden leads and opportunities.”

“We’re redefining sales automation from a static database into a dynamic assistant that makes good sales people great.”

Hillstone CTO's 2019 security predictions
Hillstone Networks CTO Tim Liu shares what key developments could be expected in the areas of security compliance, cloud, security, AI and IoT.
Can it be trusted? Huawei’s founder speaks out
Ren Zhengfei spoke candidly in a recent media roundtable about security, 5G, his daughter’s detainment, the USA, and the West’s perception of Huawei.
Oracle Java Card update boosts security for IoT devices
"Java Card 3.1 is very significant to the Internet of Things, bringing interoperability, security and flexibility to a fast-growing market currently lacking high-security and flexible edge security solutions."
How SMBs can use data to drive business outcomes
With the right technology, companies can capture consumer, sales, and expense data, and use it to evaluate and construct future plans.
Survey shows that IoT is RoI across Asia Pacific
A recent Frost & Sullivan survey across Australia, Hong Kong and Singapore shows that IoT deployment improves business metrics by around 12%.
IDC: Aussie spending on IT Services to hit $23.5B by 2023
the project-oriented market which is predicted to achieve the highest CAGR through to 2023; though no market is expected to decline
Sophos hires ex-McAfee SVP Gavin Struther
After 16 years as the APAC senior vice president and president for McAfee, Struthers is now heading the APJ arm of Sophos.
Security platform provider Deep Instinct expands local presence
The company has made two A/NZ specific leadership hires and formed several partnerships with organisations in the region.