Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

by Jenny Dearborn

Engaging and informative, the book tells the story of a newly hired chief of sales officer as she seeks under intense pressure to turn the sales function around and how they use data and analytics to drive this turnaround. The second half of each of these chapters will offer insightful commentary and practical teaching from the author on the points raised in the story. Chapter nine lays out the Predictive Action Model step-by-step in a how-to manner and wraps up the story. By the time they have finished the book, readers will have a practical understanding about how to utilize big data and predictive analytics to transform their own corporate sales function.

Genres: Business, Nonfiction

1 pages, Audio CD

First published March 2, 2015

Reviews

[Hillary · Rating 4 out of 5]

Really great information presented in a creative and entertaining way!

[Lucas Lafranconi · Rating 4 out of 5]

This book is a concise and satisfying effort that will welcome everyone to the world of (Data Analytics applied to) Sales, rediscovering what Sales could mean-even for those to which the mere thought of selling frighten or bore them to death.

Everyone should read this book before saying NO to sales-related roles, and of course, to data analytics ones. I feel that engineers and professionals from a technical background could really benefit from reading it, as it will show that sales can be engineered, that is, measured, analyzed and improved continuously.

I enjoyed the story of Pam, the protagonist that took the sinking ship to sail away from the seemingly safer shore of "gut decision making" to the wonderful Data Island, coming back with a completely new ship, self aware and with a firm hand on the direction.

I wish the story could have lasted longer, but this is not a novel, and Pam will live on the Prescriptive Action Model, for those brave enough to apply it in their companies.

[Helen Blunden · Rating 4 out of 5]

Excellent book that explains how to use data to analyse business performance gaps and design appropriate business solutions such as process changes or training to close them.

[Ceil · Rating 5 out of 5]

Straightforward description of the role sophisticated analytics can play in uncovering the behaviors that yield sales success. Perhaps more than any other function in business, sales has traditionally relied on guessed or assumed connections between outcomes and the behaviors that drive them. 80% of sales reps fail to meet quota every year, and Dearborn's discussions of how organizations typically react to that demonstrate how thoroughly familiar she is with corporate sales. She's credible, creative, and successful, and makes a compelling case that analytics-driven sales models can transform individual performance and organization results. Oh, and she walks through exactly how to go about it.

[Esther]

Interesting insight into sales organization and sales metric. Hypothetical but relatable real world scenario. While this approach may not be suitable for all companies in all various stages, it has it's place to be effective and useful.