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Product ID: 391634EAU
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Analyzing Sales Data to Improve Outcomes

OnDemand Webinar (54 minutes)

In the past, the analysis of sales data has been limited to measurements of closed sales as compared to the cost of sales resources. But sales is a process. And like any process, it has inputs, an engine, and outcomes. The sales process generates a wide range of data as your salespeople execute activities and achieve milestones with their opportunities. The challenge for the sales executive is to identify the data that matter, and analyze this data in the context of a model that will yield meaningful and actionable improvement. This on-demand webinar will help sales managers and other sales executives understand the context and relationship of key sales process data. Further, the on-demand webinar will guide decision makers in the development of a model for empirically grounding strategic and tactical sales initiatives. Finally, this program will review several best practice metrics and standards for sales process measurements.


Roy W. vanNorstrand, The Leren Group LLC


Sales Process

• Define the Sales Process

• Identify Sales Process Data

• Sales Optimization Model

• Create Process Context for Analysis - The Opportunity Portfolio

Sales Data

• Performance

• Productivity

• Profitability


• Process Drivers

• Trends

• Capacity

• Forecasting

• Opportunity Portfolio Balance