When it comes to leveraging big data, technology and analytics to enhance sales force decision making, companies are climbing the learning curve at different speeds. Many undervalue and therefore underinvest in developing sales analytics capability. However, other companies have recognized immense opportunity and are building expertise that enables them to improve sales force effectiveness by implementing a more data-driven and analytical approach to sales force decision making. Andy Zoltners will share insights on how companies are using analytics to enhance sales force decisions in four ways:
- supporting ongoing sales force needs
- diagnosing problems and opportunities
- designing approaches for decision making
- partnering with the sales force to drive sales force success
