Avention, Inc., the transformative sales and marketing enablement and business information solutions provider, has announced the availability of its 'ROI Calculator', an online tool that demonstrates the monetary gains achieved when sales professionals leverage Big Data throughout the sales engagement process.
This tool allows those involved in purchasing decisions for sales enablement solutions to evaluate the current state of their sales teams and determine the yearly revenue increase made possible by implementing a solution that harnesses the power of Big Data to enhance sales productivity. The ROI Calculator outlines how organisations can increase performance, reduce costs, drive revenue and establish an advantage over the competition.
"In business today, now more than ever, business analytics and insights derived from Big Data provide organisations with a sharp competitive advantage," said Steve Pogorzelski, CEO, Avention. "The ROI Calculator demonstrates how real-time data awareness during all aspects of the sales engagement process can increase revenue and productivity within the enterprise."
The Calculator prompts users to enter their company's annual sales revenue, number of sales reps, percentage of sales reps who are considered top performers and the percentage of revenue that can be attributed to these top performers. The Calculator then provides an estimate of how much revenue can be gained - an actual monetary figure specific to each organisation - by investing in sales and marketing enablement tools.
Avention worked with John Blossom, president and founder of Shore Communications, to create the tool, based on third-party research from McKinsey and Chally Group. McKinsey's research provided validation of the importance of utilising Big Data in the sales enablement process and determined organisations that use Big Data in this manner typically achieve a six-percent improvement in their sales execution. Chally Group's research complemented McKinsey's findings by noting the greater gain that can be achieved by focusing improvement efforts on top performers as opposed to those with lower performance levels. In developing the Calculator, Blossom further validated the research by interviewing several Avention customers to determine the consistency of the results and incorporate real-time need and use cases into the equation.
"The ROI Calculator from Avention allows businesses to truly quantify the value of sales," said Blossom. "By equating the benefit of Avention's Business Signals℠ to the overall results of a given company's 'top performers,' the Calculator shows the financial benefit of empowering the sales force with actionable insight. Not only can it demonstrate revenue increase on a yearly basis, the Calculator also showcases the opportunity to drive increased results from an entire sales team, ultimately resulting in a more effective sales force."
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