Analyzing your sales data can have a positive impact on your sales outcomes when done correctly.
In the past, the analysis of sales data has been limited to measurements of closed sales as compared to the cost of sales resources. But sales is a process. And like any process, it has inputs, an engine, and outcomes. The sales process generates a wide range of data as your salespeople execute activities and achieve milestones with their opportunities. The challenge for the sales executive is to identify the data that matters, and analyze this data in the context of a model that will yield meaningful and actionable improvement. This material will help sales managers and other sales executives understand the context and relationship of key sales process data. Further, this information will guide decision makers in the development of a model for empirically grounding strategic and tactical sales initiatives. Finally, this material will review several best practice metrics and standards for sales process measurements.
Agenda
Faculty
Tim Connor
Connor Resource Group
- Partner in the office of Connor Resource Group
- Global speaker and trainer and bestselling author of over 80 books
- Over 4,000 engagements in 27 countries
- Earned the prestigious CSP (Certified Speaking Professional) designation from the National Speakers Association in 1990, held by fewer than 700 people today
- He is a respected and globally sought-after business and career coach, consultant and speaker that facilitates organization strategic planning sessions each year for many clients
- Several of his sales and management books have achieved global bestselling status including Soft Sell, You Call That Selling, Corporate Disconnect and 81 Management Challenges
- Can be contacted at 704-875-1230 or [email protected]
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