Summary of Data Driven

How Performance Analytics Delivers Extraordinary Sales Results

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Data Driven book summary
No joke, don’t miss this page-turner about how data and analytics can increase your sales.


8 Overall

8 Applicability

9 Innovation

8 Style


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.

In this summary, you will learn

  • Why managing sales with intuition and instinct no longer works,
  • How a data-driven sales strategy can give you a competitive advantage and
  • How to establish a data-driven sales system using four types of “performance analytics.”


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...
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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.”

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