The Art & Science of Sales Pipeline Management (Introduction)
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The document discusses the blend of art and science in managing sales pipelines, emphasizing that high-performing sales teams utilize data science to enhance performance. It notes that most salespeople benefit from guidance and structured data models, referring to the '7 V's of big data' as important metrics for analysis. Further details and metrics will be released shortly on Slideshare.
The Art & Science of Sales Pipeline Management (Introduction)
- 1. © Copyright 2017 | Pendio Group, Inc | All Rights Reserved THE ART & SCIENCE OF MANAGING YOUR SALES PIPELINE By: Todd McLees Part 1/4: INTRODUCTION
- 2. © Copyright 2017 | Pendio Group, Inc | All Rights Reserved Is Sales an Art or a Science? a) Art b) Science c) Art + Science Answer: ‘C’ The artists on today’s high-performing sales teams use data science to continually optimize results.
- 3. © Copyright 2017 | Pendio Group, Inc | All Rights Reserved Regardless of their capability to paint masterpieces using intuitive skill-sets, or with a roadmap provided to them by the organization… Data science can be leveraged by artists at every level of your sales organization.
- 4. © Copyright 2017 | Pendio Group, Inc | All Rights Reserved Just 1 out of 8 salespeople can consistently execute at a high level, without guidance. 88% of us can be more effective when painting by numbers.
- 5. © Copyright 2017 | Pendio Group, Inc | All Rights Reserved Variety Velocity Value Volume Variability Veracity Visualization When managing sales pipeline data, a best practice is to build a roadmap that includes universally accepted data models. When data scientists analyze ‘Big Data’ they turn to the… 7 V’s of BIG DATA
- 6. © Copyright 2017 | Pendio Group, Inc | All Rights Reserved Volume Variety VariabilityValue VeracityVelocity February 22nd February 23rd February 24th Over the next three days, we’ll release more detail on SlideShare related to the following metrics. Sales Pipeline “Metrics That Matter”