From the course: Sales: Data-Driven Sales Management
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What good data should do
From the course: Sales: Data-Driven Sales Management
What good data should do
- Good, high quality data should give rise to new questions and to new experiments. If we started by tracking the activity of our salespeople and recognize that activity was low on Fridays or any other day of the week, now we have a conversation starter and an opportunity to begin an experiment to boost activity. With one of my clients where we noticed low weekend sales, we started by asking the sales team to tell us why they thought sales were routinely low. At first they gave us all types of responses and objections, but once we started tracking the activity, we realized there was a dramatic drop in the salespersons' activity on Fridays. Let's look at another real-life example. I had one call center manager tell me that her people were slammed. She said there was no way they could do more work in the time they had. So we decided to start tracking the activity of their people. Remember, good data should serve as a conversation starter and should lead us to meaningful and positive…
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