SPONSORED: The 3 Types of Sales Data Your Organization Needs from Korn_Ferry
The average sales organization uses 10 sales tools and counting. But having lots of technology doesn’t always mean having lots of insight. While they may be overloaded with sales data, few sales organizations mine this data for its full value.
Capturing the right types of data is essential to sales transformation. Your organization should be analyzing three types of data above all.Sales organizations say talent gaps are their top internal challenge, according to our. But for years, these organizations have taken an instinct-driven approach to hiring and promotions.
And by pairing assessments with data from their customer relationship management software, sales leaders can build a success profile of critical traits, drivers, and competencies such as strong customer focus, ability to manage complexity, and striving for achievement. Sales managers can assess candidates for those competencies against a success profile and develop existing candidates who fall short.
Even when sellers have the opportunity to engage buyers, they often fall short. Today, fewer sellers than ever meet buyers’ expectations. Nearly 20% of buyers find no value in working with sellers, and they generally wait until late in the buying cycle—after clarifying their needs, evaluating solutions, and making their selection—to engage sellers.
Analytics platforms using historical customer data, such as revealing why deals are won or lost, can give sales managers greater visibility into opportunities. Sales leaders can use this information to coach sellers on which actions to pursue—and avoid—to improve their results.Sales forecasts are often inaccurate.
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