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How Sales Analytics WorksMost businesses have extensive information about their customers, their products, their markets and their operational and sales performance. What they don't have is meaningful insight into that information to drive decisions and actions. Sales Force AutomationOver the past 10 - 15 years sales have been comparatively robust and increasing year on year. Sales Force Automation programs were popular, being used to boost the efficiency of the sales force by providing on site and offsite information, reporting and automated follow up. In spite of this, few sales managers fully understood the drivers of sales and the key factors that directly contributed to sales success or failure. Thus SFA applications were great at automating sales processes and manage information, but they contributed little into insight that could be used to make better decisions and drive more productive action. Sales AnalyticsToday, sales analytics fulfils that need, by providing sales managers of a clear indication of what sales tactics work and which ones dont. They have more accurate and timely information on market forces that directly impact sales and a complete view of each customer to help them better understand the customers buying impulses and decision making style. With the faster, more competitive market today as we head into tougher times, sales managers more than ever before need timely, relevant infomration on a day by day basis. They need to know basics such as:
Guesswork is no longer a viable option, and without data driven evidence, decisions are just that. Consolidated ViewsAnalytic applications consolidate data from SFA, CRM, financial, and other sales information sources to provide all users across the business with a 'single version of the truth' to examine:
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