Wie sieht Ihre datengesteuerte Vertriebsstrategie aus?

When I first got into sales many years ago, too much of our decision making was done by intuition or educated guesses. Good data was hard to find or outdated by time we received the information in the field. Now we can have data overload so it is essential to get all departments the same page as to KPI's and key metrics. Less is often more.

The other crucial metrics to measure are . Conversation Rate for sales pitches. Example. For every 5 pitches the sales person makes how many end up buying. Every 10 calls made by the sales person, how many end up in appointments

Profiling customers is one of the main keys, before we can sell products Get to know your prospective customer first, then determine special treatment for each customer, make them feel lucky to meet you

Defining metrics is the first crucial step in creating a data-driven sales strategy that drives success. To achieve this, ensure your metrics align with your sales objectives, customer journey, and competitive advantage. Key metrics such as lead generation, conversion rates, revenue per customer, customer retention, and satisfaction will provide valuable insights

In this fast moving economy it's not easy to know our customer needs without the in-depth knowledge and the metrics of their wants. To do so analysis of the earlier trends and the feedback is an important factor. Knowing what and when and where the demand is crucial. Focusing on customer experience metrics gives a huge advantage on sales metrics. Along with our traditional metrics the newly launched tools in AI and automation can be a great added advantage to the sales team for increased output. In my experience the customer feedback plays a huge part.

If find the CRM a very reliable source of data collection. It helps you use either the satisfied or dissatisfied clients to pick point where to find clients who are likely to also be satisfied with you.or very helpful in product development in the case of dissatisfied clients. However it's quite limiting when overly depended on

Cross functional collaboration can be a great added advantage in this while collecting and analysing data from different branches and combining them to make calculated judgement and action plans. For an easy example if we're constantly getting complaints from clients regarding a particular product then the wise solution is to find the issue and replace it so that the client will be happy and the future clients won't need to suffer for the same. For that the data needs to be collected from the service department and the production team needs to be informed and an action plan to be taken. The happier the clients are the easier the sales process will become. Always have adequate data to offer the client to solve their problems.

More important is to have a clear cut understanding and thoroughly researched data on your target customers and industries. The sales cycle becomes shorter and much more engaging when you start doing sales driven by intelligence, data and knowledge of your customers.

The CRM and the sales team using it the heartbeat and blood flow of a successful organization. When 100% of communication is logged in the CRM, you can then take this data to assist with: - Training and Development - Marketing - Automation and Follow Up - Customer Retention This list can go on for awhile. However, for leadership seeking to improve sales using the CRM, proper pipeline stages setup is the key to success. Example, customers that have recently made it all the way down the consumer buying journey should be in the final stages of the pipeline in the CRM. Leadership should start from the final stages of the pipeline and work backwards from there to assist there sales team with converting prospects into customers.

I find PowerBI to be the best tool to get insights from you data. The important challenge is to feed it with reliable data and the results are powerful.

Use AI Like input historical data to position A police car to where the next crimes may be committed It would work Roy45allen

One of the important ways to analyse the data is through a very presentable dashboard in which the sales team can easily do the analysis. Simply having a dashboard doesn't do any good until the layout and the metrics it shows are in line with the needs of the team. For the sales team the dashboard must mostly include the earlier trends and the potential leads and such important ones whereas for other departments it should be inline with their objectives. Also one other important date is the sentiment analysis of customer feedback offers insights into emotions and perceptions, aiding in understanding customer preferences and pain points.

I have a customized dashboard with all reports to analyze the data at a high level and the ability to get granular if needed. My current dashboard has 24 different reports that I am viewing and analyzing. Some are more important than others but this dashboard tab stays open 24/7 for quick access.

Data should always be used to give insight to take action, whether it’s to provide a potential solution to a prospect or customer, or to see area that need improvement within an organization. Our failures are often our greatest teachers, and we can track the data along the way to improve.

Data driven sales have been proven and as a sales person we should start seeing everything from a data driven perspective. When we start using the data to optimise our sales tactics then we can excel in this.

In my opinion, a true sales leader doesn't act solely on data. Data is great to have but it should only help you identify areas that you can confirm are areas of opportunity based on observed behavior. It can shorten the lifecycle of finding the root cause of an issue or a bottleneck in your sales journey or process but we are dealing with humans and data can only give you so much. It might point you in the right direction but you should take the time to get a closer look at the issue with your team and open the dialogue to find out what is driving the data point and how you can correct it. You should be managing and developing behaviors, not data points.

To learn from failures though, is an, often painful, exercise, that many people avoid doing - although it is important for personal growth. It would be good to analyse in all detail, what happened and what made that event or meeting or game fall through. Failed meetings, missed opportunities - they all provide a valuable lesson on how to improve next time! And after all, a mistake that happened, that lead to a learning or a process improvement - is that even a mistake?!

As a sales team manager, it's crucial to maximize each member's potential and foster a high-performance culture. Start by sharing expectations and current sales metrics, utilizing key performance indicators (KPIs) as powerful tools. Efficient data flow is essential for team productivity, and healthy competition between teams drives success. Measure performance, identify growth areas, and provide tailored support for team achievements. Avoid individual competition and prioritize team unity to prevent isolation and promote collaboration. Create a supportive system for goal attainment through regular check-ins, enabling teams to share success stories and enhance their skill sets.

The more a team can see the value of what insight data provides, the more they will be willing to collaborate and share their findings. Always remember to give a “why” behind the numbers, and that will keep people engaged and willing to grow and change.

What I normally see in companies is that the managers are trying to motivate their sales team through sales coaching which mostly includes tips or examples etc but even though it motivates the team it doesn't be as helpful as when we provide the team with the data driven example that actually is proven in their own company or any other for example. Or even by comparing a competitor data even though the information might be limited, it'll be helpful on what we're missing out on. Always trust the data and use it effectively.

Alignment is paramount to driving a successful culture. Sharing in a transparent environment puts everyone on the same team. Yes, some decisions have to be made at certain levels but any time I can loop the team into a decision before it is made it builds trust and collaboration. Don't gatekeep the data that you are using to evaluate performance. That helps no one. Share things openly with them and put yourself on the same side of the table so they can work WITH you, not FOR you.

Your data is a roadmap for improvement. View it as a way to see loopholes, missing pieces, or broken systems. Also view it as a way to tell what’s working well, and what needs to keep being implemented continually for success. Data is your friend when it’s used rightly.

Without effectively measuring and leveraging data, your investments of time and money become mere gambles, hoping for returns. To steer your business towards success, it is crucial to analyze what worked and what didn't. This practice enables you to anticipate your business trajectory and understand how your efforts impact its growth. Remember the adage, "that which is measured grows." Business entails implementing successful strategies, discarding ineffective ones, making predictions, and swiftly adapting based on marketplace feedback. Neglecting any aspect risks stumbling and downfall.

Customer feedback is one of the most important parts that gives us a huge insight and direct information regarding the tactics effectiveness and its impact.