Sales Strategy Leaders at ZS Associates Unveil The Power of Sales Analytics in New Crowd-Sourced Book
“‘The Power of Sales Analytics’ is no ordinary sales book. It represents the culmination of many years of intense and thoughtful effort by many talented people…It is a survey of the cutting edge of sales analytics and the state-of-the-art in sophisticated sales management.” —Neil Rackham, Author of Spin Selling
Written by more than 20 business thought leaders from ZS Associates, The Power of Sales Analytics shows sales and sales analytics/operations leaders how to use analytics, data, and technology to help salespeople, sales managers, and leaders improve fundamental sales force decisions and processes.
The book includes:
- Innovative approaches for using analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management.
- Advice for creating and constantly improving the organizational capabilities needed to put analytics to work in supporting sales force needs, diagnosing sales force problems and opportunities, and designing key sales force effectiveness drivers.
- A blueprint for prioritizing sales force analytic needs and implementing critical capabilities cost-effectively by assembling the right combination of internal and external resources, including both onshore and offshore resources.