support growth, improve profitability.
Leading organizations address these challenges by transforming the performance of their sales teams through a combination of art and science.
Accenture defines the “science” of sales as the use of analytics to complement the instincts, judgment and experience of their sales teams, enabling more effective, fact-based decisions.
Introduction
As the business environment grows more
challenging with each passing year,
companies of all kinds find themselves
under mounting pressure to grow and
grow profitably. Yet sales organizations—
the chief instrument for growth at most
organizations—continue to fall short. In
fact, numerous research studies indicate
that many sales organizations struggle to
master high-performance selling: having
a deep understanding of what customers
value; managing and deploying new
capabilities; hiring and developing talent;
and getting the most return on these
investments.
Accenture believes the tide is turning.
Powerful new options for improving sales
performance are emerging that enable
companies to take a more scientific
approach to selling—specifically, using
new analytical tools to complement
their sales people’s intuition, judgment
and experience and enable more
effective, fact-based decisions. Just as
analytics have helped the supply chain
and marketing functions improve their
effectiveness and efficiency, they will
now help boost sales performance.
Read the entire article:
Jan Van Der Linden
Accenture
Sales Transformation
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