What are predictive analytics?

The definition of predictive analytics describes specific business metrics/key performance indicators (KPIs) that leverage past data and trends in order to make predictions about how sales teams will perform during upcoming quarters. The metrics needed to make revenue predictions are often captured by various systems of record including CRMs and business intelligence software. The numbers are then crunched and used to predict how sales teams will perform. Predictive analytics are used to determine individual reps’ quotas as well as used to set overarching sales goals.