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Building a data-driven sales team

Did you know that many successful sales teams are using analytics much more than under-performing teams?

Such a fact would convince me to use data instantly, but that isn’t always the real world.

In this article we refer to the office printer business, but the concept can be used on any given industry. As long as there is data :-)

Photo by: Frame Harirak

It seems that data has been down prioritized to other less successful sales tactics. But on the other hand, you can’t just give unprocessed data to account managers and expect quick wins.

You need to implement the use of data from the ground and build it up to be a natural flow of the sales funnel.

But How to Get Started Building Your Own Data-Driven Sales Team ?

There are many things to consider before you can start using the data-based approach.

At 3manager we believe that with the right use of data, (amount, timing, relevance) you can achieve great results.

One of the most important aspects when working with data is that, your clients will have the same view as you. They will not doubt the current status. Fact is a fact.

We can compare this with a visit to the doctor. We have access to the same data about our health, but the doctor has the knowledge to recommend solutions to get better.

Using a data-driven approach puts everyone on the same page.

We recommend taking your current sales funnel and add milestones for the data-driven steps.

Some thoughts:

  • In your first sales presentation, what kind of stats would you like to show your client?

  • Do you have statistics you can re-use for demonstrations? If yes find the report / dashboard in your system that supports that fact and show it.

  • Show your client/prospect what you would like to show them again, but with their own data, if they give you the chance to perform your data-based audit.

Next step, presenting the same reports again, but this time with your client's data and with recommendations on where and how to optimize.

Take every step of your sales funnel and define your goals. Then, find the report, data or statistic in i.e. 3manager which will support your claim.

Before you jump into the data game

Recommendation: Walk through all the reports/data available with your sales team and point out which ones can be used to support your sales funnel.

Its always a good thing to test each report/view with the classic "Why is it a good idea" question.

Example for first time meetings:

  1. How will this feature support our goal at first time presentations.

  2. What's the value for the client?

  3. How complex is it to make?

Answers could be: