The pressure on sales to meet and exceed ever-increasing revenue targets is higher than ever before. At the heart of this challenge lies a complex analytical and modeling problem that involves data spread across many rigid–and usually disconnected–systems, teams, and geographies. Leading companies handle this problem by focusing first on creating a sales performance plan that is data-driven and tied to business objectives.
The research report conducted by Harvard Business Review provides you with how today's sales executives:
• Overcome technology weaknesses to uncover sophisticated analytics
• Change ingrained, cultural tendances of sales organizations
• Adopt dynamic practices to respond to change quicker