After months of hard work, we are excited to announce the release of Automatic Opportunity Detection feature for Grace. This new functionality collects sales data across the org and automatically tags this data to the related Opportunity objects inside your CRM. With all the opportunity-related data properly stored and organized in one place, your team will no longer have to second guess the status of each deal.
It is not a secret that it is not enough to simply enter data inside the CRM in a sporadic manner, hoping that it will be magically improve sales performance and be enough for your manager “to leave you alone”. CRM data has to be actionable, reliable and complete in order to produce results. And that is where we run into the first problem.
Firstly, there are simply too many places inside the CRM where the data can be entered: lead-, contact-, opportunity-, account-level. These areas are not interconnected unless someone meticulously and accurately fills out every field of every CRM object. This is not a particularly exciting prospect for sales reps whose salaries are driven by the number of deals closed, not the number of CRM updates they have made. Secondly, your entire sales team needs to be aligned on the processes and standards for entering the data into the CRM to avoid data duplication and other common data corruption issues. This is easier said than done; with a 35% annual attrition, sales field has one of the highest turnover rates in the country. As people come and go, it can be extremely challenging to keep everyone on the same page.
However, even if you succeed with getting all your data into the CRM. It will be collecting dust, figuratively speaking, unless it is organized in a proper easily-utilized way. At Grace, we believe that the best way is to structure your data around the active opportunities in your CRM. And here is why.
It is rare when only two people are involved in the opportunity. The more complex the deal at hands, the more parties get involved, the more emails get sent, the more files get exchanged, etc. It all happens in a rather haphazard manner: everybody does not get copied on everything, different people join the process and leave during various stages of the sales cycle and nobody has a complete picture of what is happening at any single point in time. This is where Grace’s latest update comes into play.
Grace’s automatic opportunity detection feature tags every inbound and outbound email and event with the opportunity it relates to*. Thus, providing your team with a complete picture of the status of every opportunity in your CRM. See the communications, files exchanged, tasks and events all in one place for improved coordination among your sales team members. Now you have a complete paper trail of all the interactions that have taken place within the given opportunity. Therefore, if any party leaves in the middle of the deal getting signed, their data will not be gone with them. Additionally, Grace automation reduces the number of human-related data entry errors and provides a common standard for the data entered.
Individual businesses could be losing as much as 12% of their revenue due to bad data, based on a separate study by Experian. Together with Grace, let’s make sure your company is not a part of this figure.
Turn your sales team into a team of Superheroes together with Grace!
* If Grace is unable to identify the correct opportunity with a 100% certainty, it will simply leave this field blank to avoid incorrect changes to the CRM data.