Data Driven Sales — START HERE
How can you increase revenue and profit of your business? How can you eliminate stress caused by the uncertainty about your sales? How can you get in control of your sales team and help them maximise their potential?
In the last 100 days I’ve been writing articles about the Science of Sales — how to utilise data to make sense more predictable and to identify the biggest opportunities for improvement.
I’ve had two goals, firstly to form a habit of articulating and sharing my thoughts with the world and secondly to draft content for my upcoming book Data Driven Sales (working title). If you’d like to get a notification when the book is published sometimes next year, please sign up to my newsletter.
Today is the last article in the series and I will use it as a signpost, table of contents for the other articles. I will continue writing (although probably in a less hectic pace :-) so pop over every now and then. And if you’d like to chat about Sales or Data, connect with me on Linkedin and let’s find some time to speak.
Introduction
The beginning of my journey, why I believe that Science of Sales is the most important are a Managing Director should focus on.
- The Dawn of Data Driven Era
- The one reason companies go under
- Sales — Art or Science?
- Sales Accountability
Why
Why should you care? Are you asking some of these common sales related questions? Do you experience some of these painful problems like others do?
- Why did we miss our sales target?
- How to close more sales right now?
- What’s the ROI of Marketing?
- Sales and Marketing War
- Overselling
- Why CRM systems fail to deliver
- Single version of truth
- Sales reporting is broken
- Frequency of your sales reporting
- Need for Speed in answering business questions
- How to increase productivity of your business leaders
- How to double your sales
- Why sales transformation projects fail
- Is your sales pipeline healthy?
How — Discovery & Insights
How do you start exploring your sales process? Where to look for the problems and opportunities? How to gain value from data quickly?
- The Sales Map
- DISC method — How to make your company data driven
- CAR Canvas — sales process on a page
- CAR Canvas — How to use it
- CAR Canvas — Tips & Questions
- CAR Canvas — How to read it
- Five Sales Lenses
- Five Sales Lenses — Channels
- Five Sales Lenses — Customers
- Five Sales Lenses — Products
- Five Sales Lenses — Process
- Five Sales Lenses — Sales Reps
- Key Sales Metrics
- Insights in Action
- PMAQD — how to benefit from your data
Key Sales Reports & ERA System
What are the core Sales reports you should have at hand? And how to build an effective reporting system to facilitate these reports?
- Key Sales Reports
- Daily Tracker Report
- Pipeline report
- Conversion report
- Event date Vs Cohorts view
- Sales forecast report
- Critical Path report
- Data Dictionary and the one version of truth
- Dirty Data
- Agile Insights
- Beta
- Effective Reporting and Analytics system
- ERA system — implementation team
- ERA ETL — Connecting the data
Culture
How do you establish a data driven culture in your sales organisation?
- Data Driven Culture
- Culture dominoes
- Chinese whispers of culture change
- Measuring culture change
- Culture of updating CRM diligently
- Sales laboratory
- Lab: Treat your best prospects differently
- How to measure Sales Training ROI
- Lab: Packaging products
- Commission scheme tuning
- LEAP — prioritise the top problems
Opinion pieces and further reading
Thoughts about the world of sales and business in general — for education and inspiration
- Business is like Formula 1
- Centralised Decision-Making
- KPI Driven Leadership
- How to choose a Digital Agency
- How to manage your Digital Agency
- Sales Super Heroes
- Maximising selling time
- Data is misunderstood
- Big Problem with Big Data
- Losing by winning in Sales
- GDPR impact on Sales and Marketing
- Science of sales for smaller companies
- Which CRM to choose?
- The top sales books
- Sales thought leaders
- Sales TV
The last 100 days have been an incredible and transformational journey for me. I’m really grateful for getting great support along the way and I hope you have found some value in the articles that will help you get your business where you want it to be.
To Infinity and Beyond!
