From the course: Sales: Data-Driven Sales Management
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What is data-driven sales management?
From the course: Sales: Data-Driven Sales Management
What is data-driven sales management?
- We can no longer rely on our salespeople and their little black books to achieve the results we need. It's a competitive world out there, and we need to get better. There's been too much reliance on looking at things like year-over-year sales results or learning about when a customer is lost after it's too late. We're seeing a shift in sales managers moving away from gut feelings, tradition, and hope and more towards a philosophy based on measurable activity and progress. Remember this classic line. You can't expect what you don't inspect. This is the key to data-driven sales management. My approach to data-driven sales management is all about giving a company the tools and information needed to dramatically reduce uncertainty, for example, uncertainty about what their sales team is actually doing on a day-to-day basis or where a customer is in the buying process. Data is meaningless unless it's used to create positive change, learn new insights, and take action. Data-driven…
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