Sales Data Only Matters If It Helps You Take Action

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Oct 27, 2014


In sales, as everywhere else in business, there is a buzz about big data and analytics. Vendors hype tools and mobile applications to help sales forces make sense of it all, while touting case studies that generated impressive improvements in sales force effectiveness.



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The Sales Force Turnover Challenge

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Jun 12, 2013

A sales leader confronts the following statistics listing the top three reasons behind the high number of salesperson departures last year.

1. 32% of departing salespeople left primarily because of their relationship with their first line manager

2. 27% of departing salespeople left primarily because of inadequate pay

3. 21% of departing salespeople left primarily because of the lack of promotion opportunities

Is it time to upgrade the first line managers, enhance pay, and revisit promotion opportunities?


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