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