Skip navigation
Data Driven
Book

Data Driven

How Performance Analytics Delivers Extraordinary Sales Results

Wiley, 2015 more...

Buy the book


Editorial Rating

8

getAbstract Rating

  • Innovative
  • Applicable

Recommendation

At last, here’s a book about data and analytics for everyone. The charts, graphics and dry advice you’d expect to find are present, but only in small doses. Aside from those bits, Jenny Dearborn, senior vice president and chief learning officer at SAP, teaches about data analytics by weaving an engaging, inspiring tale of a fictional, struggling sales organization. Faced with miserable results and combative personalities, the chief sales officer adopts advanced data and analytics practices to improve performance. getAbstract recommends this lively manual to senior executives, entrepreneurs, salespeople and managers interested in the potential of analytics in sales and in other applications, as well. Even novice statisticians should come away with an ability to speak about analytics with a smile.

Summary

A Rare Opportunity to Lead

Governments analyze data to predict contractor fraud. Coaches use data to make better recruiting decisions. Big data and predictive analytics pervade many fields, but no organization operates an end-to-end, data-driven sales system. Most sales teams rely on experience and “gut instinct,” or they use historical data that measure sales efficiencies not sales effectiveness. These organizations are like a pilot facing severe weather who turns off the airplane’s instruments. Instead of knowing speed, direction and altitude, the pilot “flies blind.”

You don’t need to fly blind. Current technology and analytic methods track and analyze customer interactions and buying habits, product preferences, employee performance, optimal sales bundles, sales partner effectiveness, deal size and many other factors that affect sales. Any sales operation that analyzes the right data – looking for patterns and connections – can predict which customers will buy, prescribe which products to offer to them, pinpoint the training and support each rep needs, and generate many other powerful insights. This is the focus and purpose of “performance analytics.”

Demand...

About the Author

The National Diversity Council listed Jenny Dearborn, senior vice president and chief learning officer at SAP, a Fortune 500 firm, as one of the “50 Most Powerful Women in Technology.”


Comment on this summary

More on this topic

Related Skills

Control Financial Performance
Corporate Finances
Develop a Business Plan
Develop Innovative Products
Develop Your Thinking Skills
Digital Transformation
Discover and Understand Digital Technologies
Drive AI Transformation
Drive Digital Marketing
Enable Digital Organization
Entrepreneurship
Executive Leadership
Human Resources
Innovation
Lead Operational Planning
Lead Strategically
Lead Yourself
Leadership
Leverage AI for Business Strategy
Leverage AI for Leadership
Leverage AI for Management
Leverage AI for Marketing
Leverage AI in Your Daily Tasks
Make Good Decisions
Manage Post-Sale Relationships
Manage Product Innovation
Marketing
Master Collaboration
Personal Growth
Place Talent Strategically
Promote Diversity, Equity, and Inclusion
Sales
Soft Skills
Strategize Digital Transformation
Strengthen Your Digital Literacy
Understand Consumer Behavior
Understand Economics
Workplace Skills
Manage Sales Teams
Use AI for Marketing Analytics
Identify Customer Needs
Set Business Goals
Understand Data
AI Transformation
Collaborate Across Functions
Organize for AI
Drive Team Performance
Manage Your Leadership Impact
Management
Master Financial Metrics
Understand Cognition
Understand Organizations
Manage Teams and Departments
Measure AI Business Impact
Evaluate Employees
Leverage L&D Technology
Use AI with Company Knowledge
Measure Digital Transformation Impact
Track DEI progress
Drive Product Development
Strengthen Team Collaboration
Understand Statistics
Apply Data-Driven Marketing
Manage Learning and Development
Use AI for Decision Support
Behavioral Economics
Master B2B Sales
Manage Key Accounts
Manage People and Talent
Manage Performance
Set Performance Standards
Improve Team Performance
Plan and Strategize Your Sales
Use AI for Data Analysis
Optimize Workforce Performance
Drive Organizational Performance
Analyze User Data
Use CRM Tools Effectively
Develop Team Members
Leverage AI for Sales
Make Data-Driven Decisions
Reskill and Upskill Employees
Analyze Data
Think Analytically
Use AI for Sales Forecasting
Discover and Understand Data Analytics and Big Data
Develop Your Sales Pipeline
Measure L&D Impact
Set and Track KPIs