Post on 18-Jan-2017
transcript
Sales AnalyticsAn Overview of Data Driven Performance Management
2Why Measure?
• Discover actionable insights• Track growth and progress toward goals• Determine productivity and effectiveness• Identify best practices• Monitor profitability• Performance realignment• Resource allocation• Pricing or product modifications
3What to Measure?
• Activities• Calls• Meeting/Visits• Presentations• Proposals
• Transactions• Deal size• Win rate• Cross or upselling• Recognized vs realized revenues
• Volume by• Channel• Location• Territory
• Leads• Source• Type• Response time• Conversions
• Pipeline• Amounts ($) / Counts (#) / Percentages (%)• Total and 30/60/90 Days• Stage in sales cycle• Age in pipeline and stage duration• Last contact• Potential deal value• Probability
4How to Measure?
TimeHistorical time seriesCurrent PeriodPrior PeriodPrior Year PeriodYear-to-Date (YTD)Prior Year YTD% of Goal YTDPrior Year % of Goal YTD
Statistics ComparativesCountsAmountsPercentagesVariancesRatios
CharacteristicsProductGeographicSourceTransactionalCustomer segments
5Where to Measure?
• Sales Team• Leads and pipeline• Activities• Completed transactions
• Marketing Department• Campaigns and lead generation
• Finance Department• Billings• Revenues received• Selling expenses• Commissions paid
6Who to Measure?
• Internally• Sales Reps• Sales Managers• Sales Teams
• Externally• Customers• Prospects• Suspects• Former Customers
7What Tools?
• Customer Relationship Management Software• Salesforce.com• MS Dynamics• Hubspot• Insightly• Zoho
• Data Analysis and Reporting Software• MS Excel and PowerPoint• Tableau• DOMO
8Some Possible Pitfalls and Challenges?
• Sourcing, integration, and synthesis of data• Getting adoption and quality field data input from sales
teams• Timeliness of the process
• Inputs• Analysis• Reports and Insights
• Quality of the data and resulting insights
9Thank You!This Slide Concludes This Introductory Overview
• For More Information, Please Contact George Sloane at:
• AnalyticDesignGuy.com website• LinkedIn• Twitter• Facebook• Google+• Slideshare• Goodreads
• Gmail: gsloane.business@gmail.com• Phone: (203) 981-4488