Choosing an add-on analytics solution can be a challenge. There are a lot of options. The matrix below splits out a number of options base on two dimensions: whether or not you need a data warehouse to get the reports …
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There are many sales forecasting applications out there, but as our CEO so eloquently put it yesterday, the problem is that “you can forecast your way all the way to failure.” The key to true predictability is better pipeline management …
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Many people would refer to sales analytics as business analytics, both of which are often considered part of the broader category of sales performance management. Business analytics are determined by technologies, applications, or practices that allow for a historic view …
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Forecast accuracy is on everyone’s mind as we move into the most important quarter in the year. The numbers are scary= less that 50% of salespeople are hitting their numbers and “no decision” is the most popular reason for lost …
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CSO Insights recently conducted a study that resulted in some startling facts. Forecasted win rates are at an all-time low–only 44.8% of deals are won, reps aren’t making their quotas–only 51.5% do, resulting in a mere 78.5% of plan attainment …
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Why isn’t this bigger news? Only 44% of sales forecasts come true. You might as well flip a coin or go to Vegas for better odds. This was one of the many revealing results in a new CSO Insights study just …
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