A data-driven approach to sales has many benefits. Amongst other results, sales leaders report better control of their pipeline and forecasting accuracy to within 98%.
This systematic method of managing and motivating sales team based on data is helping companies reach higher levels of performance. Many companies believe data is so essential for sales growth that it is no longer an option to ignore its value.
At the same time, however, it isn’t easy to get to grips with specific questions data can answer. What can I do with data? How can it help me and my team?
There are different answers to questions like these depending on your organisation, but if you can relate to any of the following situations, then you can look to data for help.
10 situations that call for a data-driven sales method:
- You can’t trust the sales forecast
- You are continuously under pressure to increase sales
- You are struggling to keep up team energy-levels and motivation
- You aren’t sure which activities reps should focus on
- You have regular 1:1 meetings with reps but feel this isn’t giving the desired results
- You have difficulty documenting that what your team has been doing, is working
- You are concerned with the time it takes to get new hires up to speed
- You struggle to get sales teams to report weekly numbers
- Salespeople don’t reliably update the CRM system
- You spend too much tine updating spreadsheets
While a data-driven sales approach can’t cure everything, it is helpful in any of these 10 situations.