Sales teams only spend a third of their team actually selling. Imagine having three sales reps, and one of them is sitting idle, all day, whilst still getting paid in full. Sales productivity is referred as the top revenue driver for 79% of teams.
Time spent

State of Sales Productivity 2016, docurated.com.

In a technological world, sales teams still have to do a lot of manual data entry. The most expensive person in many organizations is using their time doing menial tasks that should be automated.

Why is so much money being left on the table?

“CRMs make me work for them, but I’m paying. They should work for me.”

– early Attentive beta tester

CRMs were designed as data input systems that work if you have a structured and enforced sales process that everyone must adhere to. If any of these two variables are missing, the information that the CRM outputs is unreliable (at best).

Large companies now have teams just focused on making sure everyone is entering data and following the sales process.

What about other teams?

Think of a startup that has raised a couple of million dollars, has a few thousands in Monthly Recurring Revenue and is ready to start scaling their sales operations.

The first thing to do is to get a CRM that fits their needs, create a sales process and start adding deals.

Then someone joins the team and isn’t sure how to use the CRM properly. Two months later they have an influx of strong leads, and they stop updating the CRM as it’s getting in the way of locking in additional dollars.

They start the process again, potentially with a new CRM, just to face the same issues: too much data entry required, and the sales process is never enforced. Data becomes unreliable, so nobody pays attention to the metrics anymore.

Attentive is the augmented version of your CRM, solving those issues and unlocking many more possibilities. We’ve started with Hubspot CRM.

How does it work?

Connect Attentive to your Hubspot account and instantly empower your team with a sales process that everyone can follow. They get a list of tasks to do every day – that will put everyone on the same page in under a minute per day.

With a sales process implemented and everyone updating their tasks, you can predict much more accurately how your sales are looking this month, and what is the actual speed of the sales organization. Attentive also suggests what tasks would have a bigger impact on their revenue.

Additionally, if Attentive tells you that the most important thing to focus on is increasing your conversion rate, we can also suggest best practices or even third-party software that can help with that (e.g. prospecting tools to increase the number of deals).

The long-term vision

With Attentive, the only thing sales teams need to care about is building the right relationships and adding value to their potential customers.

As the engine behind sales data, we have the most important asset that is currently locked inside your CRM. This allows us to have a pivotal place in the sales and marketing stack. Sales will not be automated, they will be augmented.

What is out there at the moment

There is a lot of sales software – we know. Besides CRMs, there is prospecting software, digital signatures, document management, calendar management, video conferencing, sales intelligence, and the list goes on and on. They can all be easily replaced if needed, but not the CRM.

The CRM contains sales and contacts information. Attentive will tap it that and intelligently distribute that information across all platforms.

How to get started

Whether you don’t know how to start your own sales pipeline or need help making sure it’s bullet-proof with little effort, we’re here to help.