Download Data Driven: How Performance Analytics Delivers by Jenny Dearborn PDF

By Jenny Dearborn

A "how–to" advisor to boosting revenues via predictive and prescriptive analytics

Data pushed is a uniquely sensible advisor to expanding revenues good fortune, utilizing the ability of knowledge analytics.

Written through one of many world′s top specialists at the subject, this ebook indicates you the way to rework the company revenues functionality via leveraging gigantic info into greater decision–making, extra expert approach, and elevated effectiveness during the organization.

Engaging and informative, this publication tells the tale of a newly employed revenues leader lower than extreme strain to bring larger functionality from her crew, and the way info analytics turns into the final word driving force at the back of the revenues functionality turnaround.

Each bankruptcy positive aspects insightful observation and useful notes at the issues the tale increases, and one whole bankruptcy is dedicated completely to laying out the Prescriptive motion version step–by–step providing you with the actionable counsel you want to positioned it into motion on your personal organization.

Predictive and prescriptive analytics is poised to alter company revenues, and firms that fail to conform to the recent realities and undertake the hot practices can be left behind.

This ebook explains why the Prescriptive motion version is the major company revenues weapon of the twenty first Century, and the way you could enforce this dynamic new source to convey price for your business.

- make the most one of many final last resources of aggressive advantage
- Re–engineer the revenues functionality to optimize luck rates
- enforce a more suitable analytics version to force effective change
- develop operational effectiveness and selection making with vast data

There are fewer aggressive edges to achieve than ever earlier than. the single factor that′s left is to execute company with greatest potency and make the neatest company judgements attainable. Predictive analytics is the basic procedure in the back of this new normal, and knowledge pushed is the sensible consultant to accomplish, effective implementation.

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Additional info for Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Sample text

Poor implementation of a transition to a new sales incentive plan can cause a good plan to fail. Common implementation errors include insufficient communication with the sales force, a lack of key stakeholder buy-in, and ineffective or nonexistent transition strategies for top-performing salespeople. Effective strategies for implementing a new incentive compensation plan are discussed further in Chapter 11. Poor incentive compensation plan administration can lead to decreased sales force effectiveness.

Test I: Time Allocation Analysis: Does the Current Plan Direct Effort Appropriately? Test J: Engagement and Excitement Decomposition: Does the Current Plan Direct Effort Appropriately? Qualititative Test of Consequences for Sales Force Activities Test K: Evaluation of Plan Complexity: Does the Sales Force Understand the Current Plan? Consequences for Customer Results Qualitative Test of Consequences for Customer Results Test L: Customer Input: How Does the Current Plan Affect Customer Results? Consequences for Company Results Quantitative Test of Consequences for Company Results Test M: Cost Analysis: Does the Current Plan Cost Too Much?

An Overview of a Sales Incentive Plan Assessment Process Assessment of Current Sales Compensation Plan Consequences Introduction to the MRG Company Case Study Consequences for Salespeople Quantitative Tests of Consequences for Salespeople Test A: Sales Force Attraction and Retention Statistics: Does the Current Plan Attract and Retain the Best Salespeople? Test B: External and Internal Benchmarking: Is the Current Plan Competitive? Test C: Plan Traction, Engagement, and Excitement: Is the Current Plan Motivating?

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