A nationwide insurance provider has stagnating sales. The Northeast sales region is at only 25% of its quota for the quarter, far behind everyone else, and they want to know why this is and what steps to take to fix the problem.
Without Attivio
It's the end of the quarter and time to roll up the numbers by running the usual reports from their CRM and analyzing the numbers. The rollup doesn't say much; only that sales were down for one product line more than the rest in the Northeast. So, the VP of Sales gets on the phone with the regional sales director and asks him what's wrong. The finger-pointing begins. What began as a simple, "hmm, what's going on?" has now grown into a time-consuming and inefficient task, leaving the VP with only an identified problem, not an identified solution.
With Attivio
Attivio AIE has been running for some time now and during the quarter, the sales on one of the products have dropped significantly, enough for AIE to send the VP an alarm. He brings up his dashboard and notices something else peculiar. AIE has also been monitoring the corporate email transactions amongst the sales teams and has picked up on a marked increase in the Northeast with emails that discuss one of the sales support staff. Further sentiment analysis shows that most of these emails are negative in tone. A tag-cloud highlights terms that refer to this person's quality of output and general time management.
So now the VP knows there is a personnel problem within the sales support team in the Northeast region, and has a pretty good idea what the problem is. AIE has determined a possible source of the problem without needing to ask employees to look for blame.
For more information, please contact our sales department at sales@attivio.com