Disclaimer: The views expressed in this article are those of the author and do not necessarily reflect the views of the Economic Times – ET Edge Insights, its management, or its members

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Gazing into the crystal ball

Between the uncertainty of ongoing trade tensions to widespread global disruption caused by the coronavirus outbreak, companies are having to battle for market share while preparing for a possible downturn. This complex landscape can prove tricky for sales leaders who must deliver new revenue streams efficiently. To do this, sales leaders are beginning to look to AI-powered solutions to deliver insights that lead to new and efficient revenue paths.

For many, Predictive Sales Planning capabilities are top of mind, as they give sales leaders an ability to analyze accounts based on AI-enriched insights, including company growth trends, business partnerships, hiring trends, technographic, and buyer intent. By augmenting internal data with predictive attributes, sales leaders can leverage robust analytics and insights to prioritize accounts with a higher propensity to buy, spot new market opportunities before the competition, and optimize their team’s performance.

These predictive capabilities also allow sales teams to easily test new territory options, evaluate expansion opportunities, and quickly adjust territory plans to accommodate market changes, all while streamlining revenue operations.

21st century business imperatives

The businesses likely to leap forward in 2020 will be the ones that adapt quickly to change and continuously reinvent themselves to meet consumer demand efficiently and turn uncertainty into a competitive advantage. In a market where change is the only constant and consumer demand is surging, an astounding number of businesses still rely on a patchwork of manual tools and disparate point solutions to drive long-range plans that take weeks or longer to incorporate impactful market changes. Organizations need to be far more agile.

In 2020, business leaders should scrap their historical 3-5 year planning timelines in favor of shorter, more precise outlooks that will help drive growth. A Connected Planning platform can help decision-makers do just that.

Connected Planning can help transform how companies operate by increasing productivity and breaking down siloed decision-making so they can react quickly to disruption, propel their businesses forward and outmaneuver competitors in market conditions. It removes the manual, time-consuming processes associated with legacy, long-range planning by connecting the entire organization on one cloud-native platform so that teams across the organization are working from a single source of truth.

That means at any given time, leaders have a clear view into every inch of their business and understand how a decision in one part of the organization impacts other parts. Transforming volatility into value is no easy task but ditching the traditional long-range plan and adopting a Connected Planning solution can give business leaders the advantage of agility.

 

Disclaimer: The views expressed in this article are those of the author and do not necessarily reflect the views of the Economic Times – ET Edge Insights, its management, or its members

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