Making Data-Driven Decisions with your Sales Management System

O Decision Making Tips Facebook
Gabrielle Hughes
Content Marketing Manager

Data means nothing if you’re not able to turn it into actionable insights. But, how do you make analytics part of your daily operations and transform your organization so that models actually yield better decisions? With the correct sales management system.

Finding the right tools

An organization cannot be data-driven without the right technology. Invest time and money in a sales management system that will empower your sales reps and make them more successful. Collecting and analyzing data that your team generates can quickly uncover opportunities for improvement and allow for more-informed decision making.

Using data to improve forecasting

For many sales leaders, their number one pain point is forecasting. Even if you know how many touches it takes to close an opportunity or what the average sales cycle looks like, you need to be leveraging the right insights to determine how you’re pacing towards goals.

Consider what your conversion rates look like from beginning to end. How is the data around an opportunity flowing through the pipeline? Are there any gaps? If you can be predictive in how your team will perform, you’ll know what you need to do along the way to ensure your goals are met.

Making data easy to consume

Use dashboards to visualize trends and gain valuable insights into sales rep activity. This type of data-driven sales strategy will replicate the behaviors of top performers and help the average performers improve.

If you’re building your own dashboard, don’t just incorporate random data. The most helpful dashboard includes a visual overview of your lead funnel, pipeline status, conversion rates, win rates and sales activity so that you can see how you’re pacing towards goals. These metrics narrow your focus to what actually moves the needle for your business while allowing you to course correct if things have fallen off track.

Setting a precedence for data can also improve communication across the organization while helping employees build a business case for functions such as new hires, new technology, or different processes. High-quality data makes it easier for others to follow the decision-makers’ logic and align to the decision.

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