Guide sales reps with sales data visualization
1. Start with CRM
CRM has a lot of useful data, but sales reps hate CRM and use it as little as possible. And even though CRM has good data, it doesn’t have enough data. For example, CRM doesn’t automatically capture buyer and seller activity, content analytics or opportunity health (Sales enablement software does).
2. Add a big data analytics engine
Once you have the data, you need to turn it into something useful for sales. Use a big data analytics engine to turn aggregated sales data into valuable, actionable guidance for the sales process. Big data analytics can identify the selling behaviors, sales resources and rep and buyer activities that lead to closed deals. It then builds automatic guidance and recommendations into sales reps’ daily selling activities.
3. Finish with advanced sales data visualization tools
How does that valuable sales guidance created from big data get used by sales? The best way is to give it to sales reps in a way that they can tell at a single glance exactly what they need to do for any given sales opportunity.
This goes far beyond basic pie charts or bar graphs. Sales reps don’t have to spend any extra time analyzing and deciphering reports. Instead, intuitive data visualization tools give reps a unique perspective on sales situations, from visualizing which opportunities are most in need of follow up to showing the engagement levels of each member of the buying team.