In highly competitive markets, the use of analytics by sales management separates the best organizations from their lower-performing peers. Combining rich new data with analysis and decision-making tools, sales management analytics help firms identify the right opportunities, deploy resources quickly, and execute profitably.
In this Sales Management Association webcast, Mike Rose, Ph.D. and Sal DiFonzo present analytical methods that address key issues for sales management, from identifying strategic opportunity and segmenting the market, to covering customers with sales resources. Also detailed are ways that data-driven companies break down their revenue streams into actionable elements, measure sales force effort and activity, and improve pipeline and forecast efficiency through analytics.
Focusing on easy to understand visual outputs and real examples of analytical results, emphasis is given to explaining the business implications of analysis findings, together with the problem solving recommendations presented to management.