The Business Challenge
The organization’s suite of Risk, Governance, and Compliance tools helps it’s healthcare customers improve safety for Patients, Staff, and the organization itself. These tools help manage risk, improve the patient experience, provide clinical feedback, and optimize compliance, provider management, and contract management.
As the scope of products and customers expanded, RLDatix was faced with an increasingly complex mix of customer opportunities and a growing and diverse sales team. RLDatix faced an increasing need for more diligent sales processes and revenue visibility to keep up. The organization wanted a way to closely track how well the right data was being put into its dataset and how well Salesforce was being utilized as a way to increase sales efficiency. At the same time, the company needed a better handle on its forecasts in order to make timely decisions on resource allocation and investments in people and products.
The Solution
SalesChoice began to yield insights soon after the app was installed in RLDatix’s Salesforce instance, and the results were there for all to see. The AI model was customized for the client’s unique sales processes and team structure, and the team went through comprehensive training sessions that allowed RLDatix to establish a regular cadence around using SalesChoice insights to validate expected revenue and track sales performance and process diligence.
In its very first quarter, SalesChoice clocked an 87% accuracy in its predictions, with 91% accuracy in predicting wins specifically. It also revealed precise points of incomplete data that allowed RLDatix to begin improving its Salesforce adoption. Most importantly, the entire team was able to closely follow insights on what was driving each of their opportunities to improve their odds where feasible and to make better strategic decisions on an individual and team level.
Ratio based forecasting, driven by the Saleschoice ranking and predictive scoring, is being used to augment and validate the sales managers’ forecast call. This intelligence is providing insight on pipeline sufficiency and deal quality. It allows the sales team to identify priority deals to focus on, and tests the validity of Commit deals and their likelihood of closing as forecast.
The Saleschoice dashboard provides an excellent tool for sales managers to review their team’s pipeline, with one-click access to the opportunity itself.
