While most businesses have implementation and process problems when dealing with data analytics, choosing the right technology is very important when deciding to implement a sales analytics system. The data technology needs to fit the technological and human resources of the company, as well as its data needs. Remember that from 5-10 years ago the most competitive and effective companies where those rating themselves as focused on unlocking the power of data in sales (McKinsey, 2016). The four main areas where analytics can help in sales include: lead generation, people management, maximizing customer lifetime value, and effective pricing. As you can see from the graphic sourced from Google Trends related to searches on sales analytics for the last year, companies usually remember about sales analytics right about the end of the year, when it’s time to draw the line.
Here are some examples of sales analytics platforms:
- Tableau Sales Analytics: Tableau helps sales teams transcend report building and perform trustworthy analysis from a single source of truth that decision-makers can rely on. With Tableau, the entire sales organization is equipped with shareable, actionable insights that help illuminate what’s working and what isn’t, where the opportunities are, and what needs to be prioritized to scale the team’s success.
- Salesforce’s Einstein: Get the exact information you need by tailoring analytics to your business and visualizing the information. Improve any business outcome with precise recommendations and specific guidance.
- Oracle’s Business Analytics: In-depth analytics can break down the sales cycle, taking in all of the different variables that lead to a purchase. Price, availability, geography, season, and other factors can be the turning point on the customer journey—and analytics offer the tool to decipher that key moment.
You can find here more resources for sales analytics that will constantly update with new tools and platforms.
