In the 2003 best seller and now major motion picture "Moneyball," we learn how Oakland A's general manager Billy Beane used data-driven management to reshape a laggard major league baseball team into a world-class winner. Instead of focusing on traditional metrics, Beane discovered that winning baseball games was more strongly correlated with lesser-known statistics. He also focused on elements of the game where success metrics hadn't been developed in the past due to lack of data. He trained his organization to track new types of statistics to gain a data advantage in recruiting and player development, and, critically, he got his entire organization aligned around the new metrics and philosophy. As a result, the A's became one of the winningest teams, with one of the lowest cost structures, in major league baseball.
Like the Oakland A's and other baseball teams before "Moneyball," many sales organizations use time-honored/traditional measures but miss the opportunity to truly redefine and improve performance.
In this Conference Keynote session, Merced Systems' co-founder and president, Mark Selcow and Barry Trailer, Principal at CSO Insights discuss how Moneyball concepts and tactics can help a sales force focus in on the right metrics and behaviors, creating a more predictable and profitable organization.
