What's missing from current conversations about data analysis in sales?
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no title2 years ago
I would also add "context" and "business fluency". <br><br>For example, you may have someone who has better closed won ratio but when you look at CLTV you notice they have a lot of churn. <br><br>There's an opportunity to work with them to ensure they bring in the right customers (what does good look like) as they don't have an issue closing.<br><br>
Causation vs. simple correlation. Reliance purely on numbers is dangerous. Even the best of the best have a down day (week / month) ...and can be seen as "poor performers" if viewing metrics from an angle that makes them look so.
Simple example: appearance of fewer touches / less outreach in the near term than the rest of the team, and possibly lower sales in the beginning. There is no way to properly reflect the "personal touch to build trust" and empathy they may be exhibiting ...which can lead to a much larger first deal ...and a lifetime of recurring revenue from the impact they bring.
Solutions: don't just stare at number. Get in the trenches with the human beings!