Saltar la navegación
Data Driven
Book

Data Driven

How Performance Analytics Delivers Extraordinary Sales Results

Wiley, 2015 más...

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

Controle el desempeño financiero
Finanzas Corporativas
Desarrolle un plan de negocios
Desarrolle productos innovadores
Desarrolle sus habilidades de pensamiento
Transformación digital
Discover and Understand Digital Technologies
Drive AI Transformation
Impulse la mercadotecnia digital
Enable Digital Organization
Emprendimiento
Liderazgo ejecutivo
Recursos humanos
Innovación
Lidere la planificación operativa
Lidere estratégicamente
Lidérese a sí mismo
Liderazgo
Leverage AI for Business Strategy
Leverage AI for Leadership
Leverage AI for Management
Leverage AI for Marketing
Leverage AI in Your Daily Tasks
Tome buenas decisiones
Gestione las relaciones postventa
Gestione la innovación de productos
Mercadotecnia
Domine la colaboración
Crecimiento personal
Coloque talento estratégicamente
Promueva la diversidad, equidad e inclusión
Ventas
Habilidades blandas
Strategize Digital Transformation
Fortalezca su alfabetización digital
Comprenda el comportamiento del consumidor
Understand Economics
Habilidades para el lugar de trabajo
Gestionar equipos de ventas
Use AI for Marketing Analytics
Identifique necesidades de los clientes
Establezca objetivos empresariales
Comprenda los datos
AI Transformation
Colabore entre funciones
Organize for AI
Drive Team Performance
Gestione el impacto de su liderazgo
Administración
Domine métricas financieras
Comprenda la cognición
Comprenda las organizaciones
Gestione equipos y departamentos
Measure AI Business Impact
Evalúe a los empleados
Aproveche la tecnología de A+D
Use AI with Company Knowledge
Measure Digital Transformation Impact
Haga seguimiento del progreso de DIE
Impulse el desarrollo de productos
Strengthen Team Collaboration
Comprenda las estadísticas
Aplique la mercadotecnia basada en datos
Manage Learning and Development
Use AI for Decision Support
Economía conductual
Domine las ventas B2B
Administre cuentas clave
Manage People and Talent
Gestione el desempeño
Establezca estándares de desempeño
Mejore el desempeño del equipo
Planifique y elabore estrategias para sus ventas
Use AI for Data Analysis
Optimice el desempeño de la plantilla
Impulse el rendimiento de la organización
Analice los datos de los usuarios
Utilice herramientas CRM de forma eficaz
Develop Team Members
Leverage AI for Sales
Tome decisiones basadas en datos
Recapacite y capacite a los empleados
Analice datos
Piense analíticamente
Use AI for Sales Forecasting
Discover and Understand Data Analytics and Big Data
Desarrolle su canal de ventas
Mida el impacto de A+D
Establezca y haga seguimiento de los KPI