6/7/2023 0 Comments Driven insightsBut it quickly turned out that data alone was not a cure-all either. Over time, sales managers started using data and analytics to improve commercial performance. While sales reps’ experience remains relevant, it isn’t sufficient to keep a company on top of an ever-more-crowded marketplace characterized by fast-changing customer needs and the rapid growth of new channels. The downside of this is that it results in a tendency to neglect new, potentially disruptive opportunities, such as bringing a highly innovative solution to all relevant and prospective customers even at the risk of sacrificing some revenue in the short term. Many sales reps focused on the types of clients and opportunities with which they were already familiar. Customer development was often based on individual intuition and experience. Shaking hands and mining dataįor a long time, B2B sales has focused on making calls, hosting in-person meetings, and shaking hands. The payoff? Above-market growth and an earnings before interest, taxes, depreciation, and amortization (EBITDA) increase of 15 to 25 percent. They don’t just generate new insights-they take a holistic view and systematically set the prerequisites in place to turn those insights into actual impact. To bring out the best in every part of the commercial organization, growth champions systematically amplify people power with data, analytics, and technology. ![]() Sales has always been a people business, and it will continue to be. Performing an “insights to impact” self-diagnosis is a great way to establish the baseline and set the right aspiration. ![]()
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