Working With “Bad” Sales Data
How to Make Meaningful Progress with Inaccurate and Incomplete Datasets
When working to become a more data-driven sales operation, data quality is an obvious concern. After all, the saying "garbage in, garbage out" is more than just a clever turn of a phrase; it's actually pretty accurate. But in most commercial operations, there are so many moving parts that getting to a place where we're always working with a perfectly accurate and complete dataset just isn't very realistic. So we've got to figure out how to do the best we can with the data we've got...while minimizing risk and avoiding mistakes. In this subscriber-only webinar, you will learn about:
- Working with others to institutionalize better data-handling processes and procedures in your organization.
- Getting beyond conventional wisdom to embrace more productive and realistic perspectives on data accuracy.
- The ins and outs of setting up a dedicated and relatively "clean" data repository for sales analysis.
- A variety of strategies and tactics for data cleansing, transformation, setting proper expectations, and so on.
This webinar is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Fooling Yourself About Customer Retention
In this Expert Interview, Rick Reynolds, the CEO of AskForensics, discusses their latest research and reveals a number of effective strategies for maintaining strong customer relationships and retaining your most valuable accounts.
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Designing Sales Comp Plans That Actually Work
For driving salesperson behavior, your sales comp plan is one of the most powerful tools at your disposal. But any incentive you offer can have disastrous unintended consequences. In this guide, learn about four pitfalls to avoid and ten things to consider when designing your comp plan.
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The Metrics Sales Leaders Should Be Managing
You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.
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Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
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Earning Sales Ops a Seat At the Table
Elevating the Role of Sales Ops To the Highest Levels of Corporate Decision-Making
