Sales Cycle Performance

A study on sales effectiveness conducted by Accenture revealed that most sales performance issues were related to leads.

“Along with problems with qualifying and managing leads effectively, the lack of performance metrics, inadequate customer data, and lack of capabilities for analyzing customer data rounded out the list of top performance challenges.”

The study found that over half [55%] of the respondents had difficulty qualifying leads.

Sales analytics can enhance sales operations and promoting shorter sales cycles by providing the the sales force with an evidence-based [intelligent] 360-degree view of their customers and market trends.

This helps to qualify each individual customer and apply sales resources more effectively.

Sales analytics is just one type of business intelligence tool that can help managers gain more reliable and usable insight into how their business can more profitably interact with the market - regardless of what economic state it is in.

In tougher times, resources are at a premium, and bad decisions not only waste limited resources, but deny the sales team from applying their efforts to more productive opportunities.

Better qualification of leads helps to reduce the cycle time and have a higher close rate. With a better understanding of key sales drivers and benchmarks, any sales person can assess individual and team performance and trends at a glance

Next: Profit Based Selling Using Analytics

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