Sales analytics has not had favorable reception in the past with
sales managers or business executives primarily because of the huge
amount of time required just to mine the data, let alone analyse
it. With the advanced sales analytics tools available today, instead
of spending time mining data, they can instantly start analyzing
data.
This enables sales management and the executive team to:
Understand the key drivers of sales for their particular products
and markets
Set up KPIs to monitor on an on-going basis - for instance conversion
rates, close rates
Access sales portfolio accounts and look at pipeline velocity
Understand “what happened to the opportunities that were
open yesterday and where did this quarter’s pipeline go?”
