It is wrong to suppose that if you can’t measure it, you can’t manage it – a costly myth.
W. Edwards Deming
Sales is often called a numbers game, to which can be said "Yes, but which numbers?"
Numbers do lie, and they rarely lie still. The problem for most companies is their analytics tend to be conducted by:
inexperienced sales operations professionals, or
business intelligence professionals with no sales background
way of backward looking single variable data sets
people out to "prove a point" (bias)
proxy - intelligence yet no insight - output simply raises more questions
analysts without prescription for correction
consultants lacking proven playbooks
people with no skin in the game, just the report
people focused on analysis, not performance outcomes
Do you Qualify for Help?
This might seem like an odd question, after all, shouldn't we try to help everyone? Not really!
The reality is that many companies are so committed to the status quo, afraid of change (for many reasons), and paralyzed from irrational exuberance (hopium) or from uncertainty as to how to proceed, that we cannot help them. Unfortunately, many prefer to rearrange the deck chairs while the Titanic sinks.
The people and companies we will help know that to move forward, they must:
Stop fighting Gravity
Answer some hard questions
Get the Data based on the Science of Sales, not Emotion
Commit resources to making the change
Stay the course until the results are in
Common Diagnostic Errors
Common errors in diagnosing sales revenue problems include:
Collection Errors: Gathering data not supportive of accurate diagnosis, typically lagging financial not diagnostic
Interpretation Errors: You've collected the right stuff, algorithms incorrect in determination
Quality Errors: Sample size, frequency, granularity, aggregation, or accuracy may be off
Symptoms of Sales Organization Problems
Typical indicators of issues in building a successful organization are: