SALES ANALYTICS: Quantitative Results Through Qualitative Approaches

For many of us, sales can be a guessing game. Businesses come up with strategies and put them to work, never certain whether their efforts are paying off or not. If sales increase, they assume their strategies are sound and keep moving forward on them. If they see no improvement, they continue to tweak until their teams start closing more deals.

However, technology has given teams the ability to see for themselves exactly what their strategies are doing. Using sales analytics, you can monitor customer activities and tie them to specific sales efforts. With so many brands now using analytics to power their sales and marketing work, businesses that fail to embrace this technology may find they’re losing to the competition.

Sales isn’t just about the numbers. It’s about understanding the numbers—and how to make them grow. Sales analytics gets everyone on the same page with data-driven decision-making. This means every salesperson can understand customers better and faster, identify promising leads faster, and forecast results more accurately.

Here are some examples of Sales Analytics:

  • Social Media Engagement History: See the events and items shared with each buyer over time. Determine how individual buyers respond – who’s opening, viewing, downloading and sharing your content, with whom and when. All social media sites have built in analytics. Use them.
  • Opportunity Scoring: Take the abstract guesswork out of opportunity health with algorithms that score engagements according to tangible variables like urgency, strength and fit. This will help you spend most of your time on the customers who will contribute the most to your bottom line.
  • Market Size: Understand the process of working out how large the market is for your products and services, and whether there is sufficient growth potential. The size of the market is measured in terms of volume (how many units sold), value (money spent in that market) or frequency (how often a product or service is sold).
  • Demand Forecasting: Use predictive analytics to estimate the quantity of a product or service your consumers are likely to buy. It goes beyond educated guesses and looks at historical sales data or current data from test markets. Analytic techniques such as time series analysis can be very useful here.
  • Competitor Landscape: Your business does not exist in a vacuum. Competitor analytics is important for marketing and strategic planning by identifying who your real competitors are, and how they are positioned in the market and in relation to your business. There are many ways of gathering competitor data, such as business journals and newspapers, annual reports, product brochures and marketing activity.
  • Brand Analytics: Brands matter. Brand analytics seeks to determine the strength of your brand compared to your competitors. It’s important to really understand how customers perceive your brand as this will impact your decision making and strategic direction. You can source this sort of data anywhere your customers and potential customers are discussing your brand, such as customer service conversations, sales conversations, online forums, blogs, review sites, and social media.

Here is the course outline:

Learning Session 1:

Introduction to Sales Analytics: Making Data-Driven Sales Decisions

Learning Session 2:

Master Your Data: The Science of Using Big Data for Sales

Learning Session 3:

Using the Right Technology: Business Intelligence Tools for Sales Leaders

Learning Session 4:

Data Storytelling for Sales: How to Enchant Your Customers Like Apple Does

Learning Session 5:

Intro to SALESPRENEURSHIP : Salesperson vs Entrepreneur The Profitability Awareness Framework

Learning Session 6:

Salespreneurship as an ART

Learning Session 7:

IKE-ABILITY Principle : The Secret WHO of Salespreneurs

Learning Session 8:

No EXCUSES to EXCEL : The Secret HOW of Salespreneurs & SERVE to SATISFY : The Secret WHY of Salespreneurs

Learning Investment for 2-day Seminar:

Early Bird Rate

TBD

All investments includes:

2-day Seminar with two of the most in-demand speakers in the Philippines, complete with Training Materials, AM/PM Snacks, Lunch and Certificates.

REGISTRATION:

Kindly email us your Name, Company, Job Title and Phone Number. With the Subject: Sales Analytics Seminar jen.ifer@dmaiph.com | analytics@dmaiph.com You may contact us at (0917)799-2827 | (02) 959-8017

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Analytics Solutions – DMAIPH is an analytics-centric consulting, outsourcing and training company with teams in the United States and the Philippines. We specialize in corporate analytics consulting, public analytics training and small and medium business analytics outsourcing. Contact DMAIPH now at analytics@dmaiph.com or connect with me directly for a free consultation about getting more analytics into your career and your business.

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