The Sales Analytics Blog

Agile sales. This sounds like one of those marketing/business/sales buzzwords that high-level executives throw around when trying to overhaul the culture, leadership or processes of their sales teams. What does it actually mean when it comes to sales management? Sales Benchmark Index recently argued that slow sales leaders won’t survive. They are unable to change …

We came across an article by Bob Apollo citing Miller Heiman research suggesting that only 34% of all sales organizations believed their management team was “highly effective in helping the sales team advance sales opportunities.” This low figure struck us as extremely alarming – what were the other two-thirds of organizations doing?!? Not applying analytical …

Are you creating a data-driven sales forecast to get a better view into your sales team performance and the health of your entire company? InsightSquared is announcing the launch of our eBook on effective sales forecasting, “The Definitive Guide to Data-Driven Sales Forecasting”  for Sales VPs and Sales Managers. The in-depth eBook covers the risks …

A recent survey by the Aberdeen Group noted that sales and marketing teams with self-described good alignment saw 20% annual revenue growth at their companies, while teams that were poorly aligned saw their company revenues decline by 4%. Another recent study by the Harvard Business Review noted that 87% of survey respondents admitted to having …

In recent years, Sales Management has changed more rapidly as a practice and profession than ever before.  A lot of this has to do with the rapid disruption in the sales industry and a transition to the Inside Sales model which is much more measurable and transaction driven. I thought now would be a good …

As a sales manager, you are responsible for coaching and improving the productivity and performances of your sales reps. Using sales analytics with your sales reps not only allows you to quantifiably and accurately measure their performance, but can also help you as a manager to better diagnose and, subsequently, coach any problems or issues …

Your sales team thinks that it needs more leads. So, you ask marketing to generate more and more that you think will help grow your sales pipeline and ultimately your bookings (and revenue). But does it really matter whether you get 1,000 leads or 100 leads if the output of both sets of leads is …