Useful Sales Analytics Resources
In today’s CSO Insights webinar, Barry Trailer discussed how Sales Management 2.0 requires management commitment, clear expectations, systems enablement, meaningul metrics, and specific analytic capabilities (“movies” not just “snapshots;” dashboards that convey knowledge not just data).
If you’re just starting to get your head around what it’s going to take to develop the right sales analytics plan for your company (what metrics, systems, process, etc.), here are a few articles from the first LucidInsights Newsletter that should help to get the juices flowing:
- Five Best Practices for Sales Performance Management
- Improving Sales Performance
- Using Business Intelligence Well: Keys of High Performers
- Pipeline = Lifeline
- Sales Analysis and How They Can Benefit Your Business
And if you missed today’s Sales Management 2.0 webinar, be sure to check out the recording here. An informative whitepaper on the topic is also coming soon.
posted by Darren Cunningham at 6:13 pm
Comments
Ron Dimon
Posted on 28th January, 2008
It’s also useful to keep in mind what the top sales-management priorities are (so that you can link sales analysis back to strategy). This is a bit old, but still pertinent and hopefully useful (from Harvard Business Review, July-August 2006):
Top Sales-Management Priorities
1. Optimize lead-generation programs
2. Revise sales process
3. Align sales and marketing more closely
4. Revise sales team structure
5. Analyze customer buying process
6. Improve access to relevant information
7. Revise channel strategy
8. Evaluate and implement CRM software tools
9. Enhance sales team communications
10. Revise compensation program
So, from that, I can see a Sales Performance Management dashboard include the following tabs:
- Marketing (including lead-gen)
- Customer (including sales stages)
- Channel (including pipeline)
- Team (including compensation)
Taking it a step further, and making SPM more holistic (part of enterprise PM), you could also include tabs for
- Development (visibility into the product pipeline, and launch dates)
- Support (a look at the most common customer issues, customer sat, etc.)
- Finance (how each sales rep/team contributes to revenue, margin, cashflow, DSO)
- Operations (time to delivery, etc.)
Best,
-Ron
Ken Rudin is the VP of Market Development at LucidEra. He co-founded the on-demand business intelligence company in 2005. Ken is a veteran of the rapidly growing software as a service industry with over 7 years of experience as an executive with leading on-demand software vendors. These include roles at Salesforce.com, at Netsuite (as an advisor), and at Siebel's on-demand division.
Darren Cunningham is the Director of Product Marketing at LucidEra. Prior to joining LucidEra he was the Category Director for salesforce.com AppExchange Analytics and Data Management. Before joining the on-demand world, he spent over 7 years at Business Objects.
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