Big Data Takes the Guesswork Out Of Managing Sales

Getting one’s arm around sales is a persistent challenge that plagues every CEO, CRO and sales leader; the numbers just keep moving around. Tracking a pipeline can be like driving across the Golden Gate Bridge on a foggy morning, which is about every morning. One day the pipeline is strong, the next day panic has set in as it looks like sales will miss its number, followed the next day by claims “it’s OK, we’re good.” What’s really going on is guesswork. Despite automation like CRM, SFA, and ERP systems, analytics, and Sales Operations teams engaged in sophisticated analysis, it is still guesswork. Sales remain a black box…

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