Improving Your Sales Efforts with AI
In July last year, we interviewed Sebastian Jimenez of Rilla on his company and how they utilize AI to improve sales efficiency. AI is a hot topic in tech and on social media, but integrating it into home improvement requires Sebastian and his team to take a unique approach.
You just have to read Rilla’s tagline to understand their goal. According to their website, Rilla is “The End of Ridealongs.”
Instead of needing to go along on a demo, your manager can be present for every conversation your reps have daily. Rilla multiplies your efforts and helps you determine exactly which tactics your best performers use to drive sales. It can identify trends in their conversations, keywords that keep coming up, and even exactly when your salespeople bring up topics like price in the conversation.
Simply put, Rilla captures audio from in-home sales presentations and catalogs it. Then, it converts the raw audio to text, analyzes its contents, and summarizes it for your sales manager. Rilla is powerful not only because it can review calls but also because it does so much of the analysis for you.
With Rilla, you gain insight into the methods of your most successful salespeople and can apply this to boost conversion rates for the rest of your team. They claim some impressive statistics with team-wide adoption, a 40% average increase in close rates, and a 17% average increase in ticket price.
One caveat you might be wondering about is privacy. Don’t worry; this was carefully considered when creating Rilla. According to their FAQ page, you can record in forty of the fifty states without consulting the homeowner.
Another objection you might already be thinking is, “My salespeople won’t like this.”
Rilla has found that this is partially true, at least at first. The best salespeople initially feel threatened, but eventually, as adoption increases and people become more comfortable, they turn to Rilla to improve their efforts.
Rilla is already trusted by several big home-improvement brands, including Kohler®, Re-Bath®, Pella®, and Renewal by Andersen®. Regardless of your company’s size, getting another set of ears and eyes on your sales calls, even when you can’t be there yourself, is incredibly valuable. Rilla claims a sub-2-hour setup time, so getting started is easy.
AI can take your sales efforts to the next level, but only if you take full advantage of it.
Todd Miller has spent his entire career in the metal building products manufacturing industry. He is president of Isaiah Industries, an organization recognized as one of the world’s leading metal roofing manufacturers. Todd is currently Vice President of the MRA (Metal Roofing Association) and a Past Chair of MCA (Metal Construction Association). Through his website, he strives to raise the bar on standards and practices to provide property owners with the best possible products for successful roofing projects.
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