Im Sales Coaching sind Sie hin- und hergerissen zwischen Intuition und Daten. Wie finden Sie die richtige Balance?

Comprendre l’intuition : Reconnaissez que l'intuition est le résultat de l'expérience accumulée, des connaissances tacites et des observations subtiles qui ne sont pas toujours quantifiables mais qui jouent un rôle crucial dans la prise de décision. Détection des signaux faibles : Utilisez votre intuition pour identifier les signaux faibles, tels que les attitudes ou les comportements des clients, que les données peuvent ne pas capturer. Jugement humain : Appréciez que l’intuition peut aider à naviguer dans des situations complexes où les données sont ambiguës ou incomplètes, en offrant des solutions basées sur une compréhension profonde du contexte.

As a coach to account executives and sales leaders, I'm always encouraging salespeople to listen to their gut instinct AND use data: ideally, a combination of the two. Data is useful for things that are logical. E.g. where a buyer is in the sales process and buying journey. But on key occasions, instinct is more useful for things that are emotional. E.g. why your champion or economic-buyer is just not sharing information. Good salespeople learn which to leverage ...and when to rely on one more than the other.

Fatos e dados sempre! Eles oferecem uma visão nítida sobre o que funciona de fato e ajudam a definir metas alcançáveis. Com essa abordagem, você está melhor equipado para tomar decisões informadas e replicar sucessos. Que os dados sejam a espinha dorsal da sua estratégia!

Analyse factuelle : Mettez l'accent sur l'utilisation des données pour évaluer objectivement les performances de vente, identifier les tendances et prendre des décisions éclairées basées sur des preuves concrètes. Mesure des KPI : Utilisez des indicateurs clés de performance (KPI) pour suivre les progrès de l’équipe et identifier les domaines nécessitant des améliorations spécifiques. Prédiction et planification : Appuyez-vous sur les données pour prédire les résultats futurs, planifier les stratégies de vente et ajuster les tactiques en fonction des analyses chiffrées.

Harness the power of data by: - Using analytics to identify successful sales patterns. - Setting measurable goals based on data-driven insights. - Making informed decisions grounded in past performance. - Ensuring consistency and replicability in your sales strategies.

Aquilo que não se mede, não se controla e portanto não cresce! Toda estratégia, deve ter metas e indicadores além de Objetivos chave que devem ser checados diariamente para o acompanhamento de vendas.

On one hand - there is the power of Data and the insights derived from that huge heap of data and on the other hand - there are scenarios. Situationally, I have found challenges referring purely on data. An experienced coach would be able to bring the best to bare and leverage deep experiences to advice if there is anything that needs to be done differently under those changed circumstances. So it is imperative that one has to take a holistic approach rather than being reliant only on insights which might not reflect a particular situation that a Sales Coachee would be going through

Complémentarité : Reconnaissez que l'intuition et les données ne sont pas mutuellement exclusives mais se complètent. Utilisez les données pour valider ou ajuster votre intuition. Prise de décision équilibrée : Lorsque vous faites face à une décision importante, combinez l'intuition avec des analyses de données pour arriver à une solution bien équilibrée, en tenant compte des aspects rationnels et émotionnels. Systématisation de l’intuition : Essayez de systématiser ce qui est souvent considéré comme intuitif en développant des heuristiques basées sur des expériences passées, tout en utilisant des données pour affiner ces heuristiques.

In my experience, in Sales there are way too many parameters and attributes that are at play when you are on a hot pursuit. You go ahead and do everything that is right, you tick everything in the checklist that you need to execute in order to cross each of the Sales stages, but then there is ambiguity and every situation is unique from the other. The unforeseen is something that one can't do much about and is not in our control and intuition comes to the rescue however for things that are very much in control, data is God.

Valoriser l’expérience : Faites confiance à votre expérience passée, en vous appuyant sur les succès antérieurs et les leçons apprises pour guider vos décisions intuitives. Mentorat et partage : Encouragez le partage d'expériences au sein de votre équipe, permettant aux vendeurs plus expérimentés de transmettre leur intuition et leur savoir-faire aux plus jeunes membres. Validation par les pairs : Utilisez l’expérience collective de l’équipe pour valider les décisions intuitives, en discutant des approches et des stratégies au sein du groupe.

Leverage your experience by: - Applying lessons learned from past successes and failures. - Using real-world insights to guide intuitive decisions. - Filtering data through the lens of proven experience. - Recognizing patterns that can inform present strategies.

Benchmarking, livros, conhecer a concorrência, análise de mercados... podem melhorar a sua experiência trazendo dados recentes e reais para contribuir ao seu processo de coaching em vendas. E é muito fácil extrair dados com as ferramentas existentes no mundo digital. Atualize-se e informe-se todos os dias.

Absolutely agree with every single word said. The real-world experiences of a Coach is the Gold and the Coachee must learn from everything that s/he can pick up from those experiences, bad or good. I always focus on the merit of focussing on what should not be ever done while on a hot trail.

Each situation in the world of selling will demand ability to adapt quickly to the scenario that will play out. In fact it would suffice to say that there is nothing like a template for success. It will always remain an Art and Science. It will always be the dance between the Creative and analytical mind. It will always be the balance and adapting based on situations/circumstances with great agility will take the cake

A adaptabilidade é um incrível diferencial! Tenha coragem de ajustar suas abordagens conforme novas informações surgem, alternando entre intuição e análise. Essa flexibilidade mantém suas estratégias frescas e prontas para qualquer desafio. Abrace a adaptabilidade e mantenha-se sempre à frente.

Foster continuous learning by: - Staying updated with industry trends and new information. - Regularly seeking feedback to refine your approach. - Balancing intuition with the latest data insights. - Encouraging your team to embrace ongoing education.