From the course: Sales: Data-Driven Sales Management
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Creating a virtuous circle
From the course: Sales: Data-Driven Sales Management
Creating a virtuous circle
- One of the most useful things to understand when taking a data-driven approach in sales management is to understand how to embrace the virtuous circle. Data should lead a sales manager in an organization to better questions, which should lead to more data or more qualitative information, which should again lead to better questions. You can understand the circle here. Think of it like this. We've made a distinction that a single data point should merely serve as a conversation starter. Once we have some data, now we have an opportunity to say something like, what did we learn from this? Or what we are learning from this? And what actions can we take because of this? Once we understand that, we can now decide what specific actions we need to address. For example, if we learn that most of our sales team's prospecting activity is happening via email but we close 90% more business when we use the phone, then now we can run a very simple experiment. And that experiment would quite simply…
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