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In sales, you need to know what’s happened and you need to be able to control what’s going to happen. You need visibility into past and present performance to be effective; and you need business analytics to compete and win. We’re in the midst of a shift to more agile approaches to selling that take advantage of the latest Web technologies and combine them with proven techniques designed to help you increase predictability while managing increased sales velocity, volume, and ultimately ─ value.

Focused analytic solutions from LucidEra give sales executives, managers, and reps confidence in your forecasts and insight into your customers so you can accelerate revenue growth, increase sales effectiveness, and move to what’s becoming known as Sales 2.0.

It’s Time for Sales 2.0

Sales 2.0 is about taking advantage of the latest Web technologies to align people and processes. Sales 2.0 companies go beyond transactional systems that focus on data automation and collection and instead focus on strategic data analysis and insight to accelerate revenue growth and increase sales effectiveness.

For example, a snapshot of today’s sales performance will help a sales manager understand what is happening, but it doesn’t provide the context and insight that is needed to know why things are happening a certain way so the right action can be taken. By embracing Sales 2.0 approaches to selling you move from forecast probability to forecast predictability. You move from simply counting sales activities to actually measuring the activities that count.

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From Sales Efficiency to Sales Effectiveness

CRM systems have done a great job of making your sales organization more efficient, but are individual reps actually more effective? Forecasting may be easier, but is it accurate? According to a recent CSO Insights Survey, sales managers in companies of all sizes still don’t know what they don’t know. They invest in CRM systems to improve sales effectiveness, yet their primary benefits end up being improved sales communication and administration.

As a result they continue to manage by gut-feel and, even worse, make critical business decisions based on opinions and rumors instead of facts. Not having revenue predictability and a metrics-driven sales process is costing these companies a fortune as they continue to be surprised at the end of the quarter when deals don’t close and targets are missed.

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