What are sales call analytics? Sales call analytics can refer to analytics that pertains to one of two separate components of sales calls. The first component is activity numbers and performance metrics surrounding the calls themselves. The second is a measurement and analysis of the actual sales conversation that occurs on the call. The former […]
Sales management has been a data- and performance-driven profession for decades, but only recently has technology caught up to the real needs of sales managers. Today, true data collection and performance analytics can become a core part of the sales management process. Thanks to powerful CRM data capture technologies and sales dashboards, sales leaders have […]
This year during March Madness, a bracket titled “I just guessed” briefly held the top position in ESPN’s contest for a period of time. While the bracket didn’t end up winning, the random guesses yielded an 83% accuracy rate. The University of Colorado found that the chance of building a perfect bracket purely by guessing […]
Sales emails are more proliferate than ever. Our inboxes are all likely inundated with emails from reps trying to win new business. But the truth is that while reps send a lot of email, most of it just isn’t effective. According to TOPO JQ only 23.9% of sales emails are ever even opened. That’s why it’s more important […]
If you were to take a cross-section of all the world’s top performing sales leaders, I bet you’d find something important they have in common: they are perpetually on the hunt for new opportunities to optimize sales ROI. They are always on the lookout for new metrics to track that can help them make smarter revenue […]
Opportunities form the lifeblood of any sales organization. They are the glue between sales development reps (SDRs) and account executives. As your SDRs focus fervently on sourcing ops, your quota-carrying salespeople work tirelessly to transform those opportunities into closed/won deals. So if you want to predict revenue, you need to be able to predict opportunities. If you’re leading a B2B […]
For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was Box’s VP of Sales Productivity, Doug Landis. In Sales, it’s far too easy to focus your attention on the low hanging fruits of sales analytics (e.g. […]
If you think CAC is a weird sound your feline makes when choking on a hairball, you might want to check out our new 2016 Complete Guide to Inside Sales Analytics (On the other hand, if you can already calculate CAC/LTV in your sleep, but you want to teach your fellow sales managers how to […]
The famous management consultant Peter Drucker once said, “If you can’t measure it, you can’t manage it.” So it’s not surprising that when a sales team is winning, chances are that they’re using sales analytics. In fact, the recent State of Sales report from Salesforce reveals that top performing sales teams are 3.5 times more likely to leverage […]