Arpit Sood’s Kindle Notes & Highlights for The Power of Sales Analytics

2%

as “all the nasty number things that you don’t want to do but need to do to make a great sales force.

2%

measure the skills most linked to sales success.

Goal of the research

2%

analyze the behaviors used by successful salespeople during sales calls and to use that information to train and coach the rest of the sales force.

2%

Analytics, whether in sales or in other areas of the business, are only useful if they make some activity, process, or decision more efficient or more effective.

2%

areas as sales territory design, recruitment, quota setting, and compensation.

3%

“Now that we’ve installed the new CRM system, we can make the wrong decisions faster than ever before.”

3%

simplistic activity models that use calls per day as a key metric in the B2B sale.

3%

“For every complex problem, there is a simple answer—and it is wrong!”

3%

master the frameworks, models, and methods in this book.

3%

The smart use of sales analytics and decision frameworks helps ensure that the right sales team is in place and is engaged in the right activities for driving success with customers and delivering results

4%

Customers are better informed and far more demanding.

4%

need problem-solving and consultative skills; good products and relationships are only table stakes.

4%

Escalating volumes of information

4%

Social networks

4%

More powerful and

4%

techno...

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4%

Advanced models and anal...

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4%

to leverage data and judgment with the help of decision frameworks.

4%

structured way to think about an issue so as to minimize bias and enhance decision quality.

4%

Long Path to CRM Success

4%

industry-tailored solutions are quicker to deploy and lighter to sustain. But it took more than 20 years to get to this point.

4%

How can salespeople identify the right customer opportunities? What sales activities best seize those opportunities?

4%

How can sales activities be organized into effective selling roles? How many people do we need in each role?

4%

What is the profile of a successful salesperson? Does our recruiting program acquire the best talent? Are we training and...

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4%

What information and tools does the sales force need to create ...

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4%

Are incentive programs, goals, and performance management processes aligned to motivate high ac...

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4%

sales forces that use analytics to approach sales decision making consistently outperform those that do not.

5%

Proliferation of data.

5%

find the most relevant and accurate information

5%

Getting the cooperation of many people

5%

requires people with different mind-sets and motivations to work together.

5%

Constant change

5%

the challenge of keeping sales support programs, systems, and processes flexible enough to adapt.

5%

to tap into the power of analytics to drive sales success

5%

Roche Diagnostics.

5%

Oakwood Worldwide

5%

transformed the company’s sales process to emulate the best practices of top-performing salespeople.

5%

Novartis

5%

sales force effectiveness reviews

5%

enable smarter sales force decisions.

5%

support-diagnose-design-partner framework.

5%

Support

5%

data and an...

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5%

Dia...

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5%

address concerns and identify...

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5%

D...

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5%

create or enhance the decisions a...

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5%

Pa...

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5%

help leaders set priorities a...

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6%

several ideas that you can put to work immediately to drive sales force performance and build competitive advantage.