Kindle Notes & Highlights
making critical sales force decisions, sales leaders relied primarily on their own judgment and experience, as well as on input from field sales managers and salespeople.
data, technology, and analytic innovation is radically changing the dynamics of sales force management
partner in setting the right priorities for constantly improving sales force decisions
guided by a vision and charter for using analytics to support sales force decisions.
show salespeople exactly what they needed to do to achieve their goals, and we could eliminate much of the emotion involved.
create and sustain an analytics-based culture:
Bring in the right people with the right skills
Put the right processes in place
Monitor progress and demonstrate ongoing value
Elevate the role of sales analytics
customer analytics — using data about buyer needs and behaviors to prioritize customers, develop customized offerings, and create sales.
Sales force structure and size.
Sales force recruiting
Incentive compensation
Sales territory design
Sales training and coaching
Goal setting.
Performance management.
Customer targeting
Value proposition
Sales process
Analytics can improve the quality of decisions made by salespeople, sales managers, and top sales leaders.
Sales force tools and dashboards
Support
sales machine operating.
Dia...
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new opportu...
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align sales effort with strat...
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Partner
set priorities and direction
Sales process
Sales reporting
Incentive plan
Supporting a sales force with analytics requires processes, data, and tools that enable accurate, efficient, and reliable delivery of what the sales force needs.
improve constantly.
analytics
improve SFE d...
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Customer valuation and ...
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Territory design
Goal setting
Which high-potential accounts are not getting enough attention?
“Is our incentive plan paying for performance?”
Is the turnover of high-performing salespe...
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Effectiveness of an Inside Sales Team
broke down performance in a number of ways,
Time of call.
times of day produced three times the level of sales that calls
taking advantage of time zone differences and shifting more calls into time slots
Customer targeting and call frequency
