Did you know that the most successful sales teams are three times more likely to use analytics than under-performing teams? A statistic like that would convince me to use data immediately, but that isn’t always the case. It seems that data has taken a backseat to other less successful sales tactics and it’s time for that to change. But you can’t just throw data at your sales team and expect immediate success. You need to start from the ground up and build a new, data-driven sales team.
There are many things to consider prior to diving into a data-driven approach—and I’ll be honest, it won’t be an easy process. But I firmly believe that the dividends of your success are worth taking the time to make it all happen. Let’s discuss the steps necessary to build your own data-driven sales team.
Teams across the globe are using various types of technology to up their data game. That Harley-Davidson dealership I mentioned is using predictive analytics to identify potential sales leads. Others are using CRM data and customer insights to identify loyal customers before they even call.
The only way to take full advantage of these tools is building a data-driven sales team, focused on quality data and growth. Sales teams can no longer rely on intuition to guide them through the sales process. Instead, through data, sales teams have access to an endless supply of information about their leads and can target exactly who they want from the start. Seems like a no-brainer to me.
The original version of this article was first published on Forbes.