Potent Analytical Tools for the Sales Manager 2

 

The prior briefing introduced the power of Analytical tools for the Sales Manager. This briefing continues that discussion. 

 

After examining how her sales team is performing at a high level, Susan, the Sales Manager, leverages the power of Data Analytics to perform in her role more effectively.

 

Susan had two large deals on her sales forecast. Both were deemed must-win to achieve her quarterly revenue commitment. She drilled into her analytical dashboard and the following stood out: 

 

Deal 1 

– Had 2 remaining milestone steps to win

– the forecast accuracy/credibility of the sales rep was HIGH 

– Deal velocity was HIGH

– Business value agreed to by customer = SOLID

– Strong Sponsor with power

Recommended Action (from the Analytics):

– Raise win probability to 80%

 

Deal 2

– Had 4 remaining milestone steps to win

– the forecast accuracy/credibility of the sales rep was LOW 

– Deal velocity was LOW

– Weak Sponsor without much power

Recommended Action (from the Analytics):

– Lower win probability to 20%

 

On the surface, these two deals appeared to be nearly equal. But after analytical review, they were shown to be very different. Susan was able to gain a greater understanding about each deal. She took the proper steps to recommend how to advance Deal 1; she advised on the best strategy for getting Deal 2 back on track; and she was able to reset expectations by reporting a more accurate forecast to her management.

All this was possible by leveraging Data Analytics to generate valuable insights for Susan and her sales team.

 

I’m DJ Sebastian, for more info on how AI will transform the sales profession, check out my book at my website thetechseller.com. 

 

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