OWN YOUR PLAYBOOK
Relying on good sales data is easier said than done.
Here are a few insights we’ve gleaned from the hundreds of millions of data points we’ve parsed.
NO NEED TO BLUSH
At Cien, we’ve never seen a company with perfectly clean sales data. Most firms’ CRM data is incomplete at best, inconsistent and inaccurate at worst. Sales organizations who are quick to incorporate AI to alleviate this issue are bound to outperform those who rely on a few rules of thumb.
SEE THE FOREST FOR THE TREES
Sales leaders often focus on the wrong KPIs. They compare two sales reps simply by looking at their total contract value signed, or, to assess their productivity, they look at the number of calls made or emails sent. To get the full picture, sales leaders need to look beyond their teams’ apparent numbers.
MEASURE WHAT MATTERS
When making decisions, the best performing sales teams measure the quality of their leads as well as the quality of their people. And they don’t stop there, the quality of the opportunities in their pipeline is also measured. Successful sales teams track external factors such as competition and seasonality, and relate them to their sales productivity.
PLAY TO YOUR STRENGTHS
By understanding the strengths and weaknesses of their sales people, teams can optimize their sales productivity by assigning their leads and opportunities based on their sales professional’s skills and attributes. This generates immediate sales value without increasing marketing expenses or sales headcount.