This webcast summarizes findings from recently concluded Sales Management Association research on sales organization's analytics capabilities. The research explores how sales analytics are currently used to support sales leadership decision making; it identifies gaps between sales management needs and routinely available reporting output, and explores emerging analytics capabilities such as cognitive analysis.
Topics addressed include:
- Sales analytics practices within business to business sales organizations
- Factors that support effective use of analytics
- Management's critical issues and improvement priorities
- Emerging capabilities associated with effective advanced sales analytics
- Sales analytics' impact on firm performance
- Technology trends and ROI
