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The Power of Sales Analytics
Written by more than 20 thought leaders from ZS Associates, Inc., The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches for using analytics to support sales force decisions and drive results.
The authors describe how leading companies have successfully used 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. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources.
The authors describe how leading companies have successfully used 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. The book also has a blueprint for implementing critical analytic capabilities cost-effectively by assembling the right combination of internal and external resources.
369 pages, Kindle Edition
First published August 7, 2014
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Displaying 1 - 2 of 2 reviews
May 24, 2019
The title suggests that the book is about "Analytics", but it's quite misleading. Throughout the book, I don't think there's much analysis presented. However, coming from a non-sales background, the book has indeed helped me understand the sales process and sales organization/formation a bit more.
This book is definitely intended for non-technical audience. Non-technical meaning someone who doesn't crunch numbers on regular basis. The book is merely good at introducing ideas, which most of them are common sense if you are already working in a sales team. It introduces a very broad idea, and talks about the benefit of having such analysis, but never taps deeper into the analysis itself--specifically the data required for such analysis, or the methodology and/or tools used to perform the analysis, and finally, what insights can we draw from the analysis results.
I think a new sales team manager may/would find this book somewhat useful; but for an actual data analyst or data scientist, this book was not too useful for me in term of analytics at least.
Note: now that I re-read the title. OK, seems like the author has indeed made it clear that this book is about the "POWER" of sales analytics, not the power of sales "ANALYTICS". I would think that most of us know how important is to analyze data for sales? What's the point of this book then? I suppose I've expected too much from this book then.
This book is definitely intended for non-technical audience. Non-technical meaning someone who doesn't crunch numbers on regular basis. The book is merely good at introducing ideas, which most of them are common sense if you are already working in a sales team. It introduces a very broad idea, and talks about the benefit of having such analysis, but never taps deeper into the analysis itself--specifically the data required for such analysis, or the methodology and/or tools used to perform the analysis, and finally, what insights can we draw from the analysis results.
I think a new sales team manager may/would find this book somewhat useful; but for an actual data analyst or data scientist, this book was not too useful for me in term of analytics at least.
Note: now that I re-read the title. OK, seems like the author has indeed made it clear that this book is about the "POWER" of sales analytics, not the power of sales "ANALYTICS". I would think that most of us know how important is to analyze data for sales? What's the point of this book then? I suppose I've expected too much from this book then.
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January 21, 2016DL027898 PTI
Displaying 1 - 2 of 2 reviews