Está equilibrando el análisis de datos y la intuición del equipo en las decisiones de ventas. ¿Cómo se manejan las discrepancias?

En nuestro equipo amamos los datos que nos da el CRM, nos permiten tomar decisiones de donde invertir más en publicidad o sobre qué productos empujar según las tasas de venta, tiempo de cierre y margen. Esto a nivel macro…. Pero en el negocio particular en esa relación 1 a 1 entre el vendedor y el equipo que toma la decisión, la intuición y experiencia toman un papel muuuy relevante. Este creo es el equilibrio que se debe llevar. Los datos te muestran lo macro y te ayudan a optimizar la toma de decisiones, pero la decisión en particular muchas veces es mejor tomada con la intuición que te da el conocer el detalle de la relación en ese negocio específico.

Data can be wonderful…and dangerous. Make sure you know what you are reading and how/where the data was pulled. Don’t just look at the pretty, shiny car. Look under the hood! Don’t take the data verbatim. Dig in! You’d be surprised at what you can find. Make sure you fully vet your data before making any sales (or heck, performance) assumptions.

It really comes down to leadership and how data driven they are. I've worked for leaders that are purely "intuitive" driven and ignore anything that the data team shares unless it backs up their intuition. Alternatively, I've worked for strictly data driven leaders that ignore factors that are hard to measure via data. I believe businesses such as Qualtrics are trying to solve for this by marrying operational data with experience data to provide a more holistic approach to data analysis and decision making.

"To effectively balance data analytics with team intuition in sales decisions, we implement a hybrid decision-making framework. We establish clear guidelines that delineate when to prioritize data and when to leverage expert judgment. For instance, in high-stakes or data-ambiguous scenarios, we rely more heavily on the seasoned insights of our sales experts. Conversely, in routine decisions where data trends are clear, analytics take the lead. This structured approach ensures that our decisions are holistic, combining the empirical rigor of data with the nuanced understanding of our experienced team, ultimately leading to well-rounded and robust outcomes."

In sales, some data are based on opinions until they are input into the database. To understand data, we must first have the skills, knowledge, and experience to interpret it. Ensuring data validity involves recognizing patterns and understanding the metrics used to measure and collect the data. Intuition can be very useful in helping us understand the data by analyzing patterns and trends and comparing them with our experience. This enables us to make informed decisions.

A sales team that has been around for a while and has great customer relationships will largely be rather intuitive and provide excellent insights. However building this culture of regular feedback requires a culture of regular dialogue over reviews and nurturing the right talent. Far too many organisations treat people as objects that need to deliver a certain result and not find it worthwhile to engage them in dialogue or nurture talent.

Weighing intuition and team experience is key in evaluating the most suitable strategy that might lead to success. Ultimately, intuiting the various personalities you may be interacting with on the customer team and seeking to identify what is important to them personally—as it relates to the sale—is likely THE most impactful criteria. Your sales team should all weigh in on that and share their perspectives.

Data analytics highlights trends in sales, such as patterns in customer behavior or seasonal fluctuations, but it often falls short in explaining the reasons behind these trends. This is where your sales team’s intuition is crucial. They can interpret these trends in the context of market conditions and customer feedback, offering a more deeper understanding and helping to refine strategies based on both data and experience.

I trust the expertise of my team but its important for me to take updates and coordinate with the list of data for further analysis.

As I mentioned in point 1, intuition should always go hand in hand with analysis. When they don't align, it's important to continue gathering information until everything makes sense. This iterative approach allows for a deeper understanding of the data and helps uncover any underlying patterns or insights that may have been missed initially. It's crucial to remain open-minded and flexible in the interpretation of data, as new information can often lead to revised strategies and more informed decision-making. The combination of intuition and analysis creates a powerful framework for success in the increasingly data-driven world we live in.

Open communication. Every has something to bring to the table. Be open to new ideas. Open table let's hear from our associates and management team.

Open communication with the team to be shure that all parameter are take in the evaluation. Look also for element that data cannot see mainly based on customer experience.

Whenever I come up with a problem or a strategy. I call my team present them the strategy and look for the approach that they assume. So having a open conversation and involvement of team are equally benefited.

I agree with you. A well-balanced team is one that combines experience with information and fosters a collaborative environment that generates value. When discrepancies arise between data analytics and team intuition, open discussions and collaboration are key. By bringing together the expertise of data analysts and the on-the-ground experience of salespeople, a deeper understanding of the data can be achieved. This allows for a more holistic approach to decision-making, where both quantitative insights and qualitative perspectives are considered. Ultimately, a team that values and leverages the strengths of each member can achieve better outcomes and drive success.

Los datos estadísticos deben confirmar esa intuición y en el pasado lo pudimos hacer con un gran equipo que manejaba una estadística de toda la empresa, sin embargo la intuición estaba basada en datos reales de visitas de campo, dónde nos dejaba ver una realidad anticipada al comportamiento de los datos, así que recomiendo mucho salir a campo y visitar clientes

Clear rules are necessary for decision-making that balances intuition and data. Establish boundaries, particularly for high-stakes or ambiguous data, between situations where expert judgment wins out and intuition routinely loses out. This approach makes sure that choices are well-rounded, utilizing both empirical data and knowledgeable judgment to provide the best results.

Work your P&L Dig dip into to problem areas. See the true issue. Open conservative. Ask for feedback. Work with your team.

When establishing a decision-making framework that respects both data and intuition, it is important to consider certain thresholds. If the data consistently shows a trend that contradicts intuition, it would be safer to trust the numbers. However, if the data is inconclusive or the stakes are high, relying on the experience and intuition of the team may be wise. Striking a balance between experience, intuition, and data analysis is crucial. Taking the necessary time to analyze and not rushing can be wiser, as we would risk underestimating the importance of data. Valuing both data and intuition and considering them thoughtfully will allow us to make well-informed decisions that leverage the strengths of both approaches.

Ao final, nosso objetivo é tomar decisões que não apenas sejam apoiadas por dados concretos, mas que também ressoem com a sabedoria coletiva da nossa equipe. É assim que garantimos que nossos serviços de logística se mantêm eficientes, confiáveis e alinhados com as necessidades dos nossos clientes.

Navigating discrepancies between data analytics and team intuition is like sailing a ship with both a compass (data) and a seasoned crew (intuition). The compass provides precise direction, but the crew’s experience guides you through uncharted waters. A balanced decision framework uses data to chart the course while intuition adjusts the sails, ensuring you reach your destination even when the winds change.

Being on the sales floor with our customers. Our Customers are the reason we are in business. Getting feedback. Asking those questions. What can we do better? How can we serve you better? Always asking helps us get better

Every sale is different, it has the same approach techniques, but learning and knowing your client is the best way to have a more personable connection! People like the human connection and knowing you have their best interest in mind.

Adaptability is essential in the dynamic world of sales. Accept every choice as a chance to learn and make use of both facts and gut feeling. You can improve the quality of your decision-making process and future sales approaches by regularly evaluating results and fine-tuning plans.

In sales, things change quickly, and what worked before might not work now. Treat every sales decision as a chance to learn. Look at the results to see what worked and what didn't, whether you relied on data or intuition. By doing this, you can improve your approach and make better decisions in the future.

Take the time to analyse yourself. Refine your approach based on what worked and what didn’t. Learn not only from your own experiences but also from your top-performers, and even competitors. There’s always something new to discover. Never stop evolving; continuously seek out learning opportunities, experiment with new techniques, and stay current with industry trends. Nokia is a great examples of what can go wrong. Once sales giant, failed to adapt to market shifts. Their resistance to change nearly destroyed them. Same is happening to German car manufacturers that were strongly advocating against the electrical revolution. Always learn and improve!

Many are wary of AI because its impact on the job market is uncertain. While technology won’t replace AEs or SDRs, it can enhance their efficiency, potentially lowering company CACosts. Stay updated on technological advancements, but don't overlook essential sales skills like cold calling.

First identify where data and intuition diverge and understand the specific areas of disagreement. Evaluate the quality and relevance of both sources, considering which is more reliable given the current context and market conditions. Prioritize context by assessing how recent changes or market dynamics might influence the discrepancy. To resolve conflicts, conduct small-scale experiments or pilot projects to test outcomes based on data-driven versus intuition-driven decisions,providing empirical evidence for decision-making. Develop a structured decision framework that combines data and intuitive insights, where data guides primary strategies while using intuition for adjustments when necessary.

Good tools help to share visibility of the process across teams, but if people don't use them or the adoption is half-and-half, then the usefulness is often diminished. Tools need to be easy to use, understand and adopt and scale up. We had a CRM and one major frustration was the number of clicks to enter a contact, create a deal, and load times on the page were horrible. Its no surprise it feels like a chore to log the info and then guess what - it doesn't get done.

Il est extrêmement important de découvrir le prospect ou le client,de de mettre des relances, afin de pouvoir avoir de la "matière" à travailler ses futures ventes.ensuite après 2 années de suivi de portefeuille clients, la moitié du travail se fait grâce à l outil et aux données infoormatiques

Transforme suas vendas com o poder da tecnologia , torne cada interação uma oportunidade de sucesso. A inovação tecnológica é a chave para abrir novas portas de oportunidades no mundo das vendas.

Incorporating customer feedback and leveraging the expertise of your sales team are crucial for balancing data analytics with intuition. Ensure you have a robust customer feedback process in place, where SDRs and AEs consistently forward insights to the product team. If SDRs or AEs notice recurring customer complaints about a product feature, this feedback should be systematically reported. Integration of customer insights and team expertise enhances decision-making and aligns strategies with actual market needs, ultimately leading to higher sales.

Lo primero que hay que evaluar es la robustez de los #datos. A partir de los mismos y mediante las #herramientas necesarias (ej. #AI, #modelos predictivos...) se plantean escenarios que permitan una toma de #decisiones con mínimo #riesgo. Este hecho permitirá ganar en #eficiencia en todos los aspectos (logísticos, productivos, venta, ...) y por ende ser más competitivo y mejor #posicionado en el #mercado. La #digitalizacion, la #tecnologia, la #innovacion junto con el #talento permiten evolucionar los #modelosdenegocio bajo el paraguas de la #sostenibilidad

Al final hagas lo que hagas, o cómo lo ejercites o realices…. habrá un momento que determinará el BUEN RESULTADO; a través de: IDEAS 💡 CLARAS Y CONCIENCIA LIMPIA.

Learn from the recorded data Value peoples intuition Consult with your B.I.B.L.E Basis instructions before leaving earth Review your current reverse engineered dream, goals - milestones - and projects Create a new plan with incorporating your new info in and make an educated decision

Je constate que chacune des propositions ou actions faites de ma part dans mon dernier poste ont été utilisées mais je n ai pas eu la suite du processus , j ai été interrogé plusieurs fois en Réunion pour donner mes "astuces".