As the data analysis can boost sales
It is said that every sale has five basic obstacles: the lack of need, money, hurry, desire and confidence. I propose a sixth: lack of awareness.
With its market value constantly at risk, the ability of firms to increase revenue in a sustainable and predictable manner depends on sales. However, the success of the industry depends on a number of factors: channel contributions, products, geographical locations and sales teams. In addition, revenue and profitability goals will only be fulfilled if all the Sales team working in an organized and efficient manner.
In pursuit of this ideal, large and small organizations are beginning to realize the power of the data. The problem is not the lack of them. In fact, most have nothing on information from internal and external sources. The question is what to do with them. Organizations must find a way to analyze them to make sense. Thus, it is possible to find the most relevant points to support sales decisions and generate the best results.
Here are five top perceived by those who have had success with data analysis:
1. Know your customers takes time – With less time to face meetings, customers and prospects often communicate with suppliers self-service channels. Keep this exchange of information on a single platform is critical to the understanding of customer needs and the opportunities they present. With tools such channels, sales representatives can quickly and easily do their own research. The speed of response and the perception of partner’s needs allow a more sophisticated approach to sales in a shorter cycle.
2. You do not know what you do not know – With major investments in CRM platforms such as Salesforce.com, there are plenty of available knowledge about customers and prospects. Unfortunately, these databases are often so large that the sales team can not find the necessary information. In many situations, they do not even know what to look for. Business intelligence tools can exploit these databases and consolidate them an easy way to navigate, allowing the sales team to explore, discover and take advantage of it.
3. Sales forecasts must be accurate – badly sales pipeline data entered and insufficient analytical capacity within the CRM platforms are the two major causes of forecast inaccuracies and missed sales targets. BI platforms enable sales management to discover risks and opportunities through what-if analysis, adding value to traditional knowledge, such as forecasting and analysis of the budget. To interact with the data on their own, they are also able to capture inconsistencies and errors more easily.
4. If you hesitate, it may be too late – from accurate data and knowledge of the complete scenario presented by the prospect or customer, you can make quick decisions. This provides support for channels and representatives of business who need it most.
5. The facts do not lie – You need to enable sales representatives with self-service BI solutions. As a result, they are able to identify trends and difficulties of the day, which increases the quality of care, conversion rates and help the industry to better drive sales productivity.
In today’s competitive market, sales leaders can not afford to ignore the value of your data. Organizations that adopt analytics solutions have realized firsthand the link between analysis and sales performance. The best sales reps stand out and stand at the front, allowing their teams have access to data to find important information to help generate more revenue.
Full article: http://corporate.canaltech.com.br
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