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How do you get sales leaders to make data driven decisions and not just gut decisions?

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3 Answers
RevOps Reporting
  1. Mollie Bodensteiner
    Mollie Bodensteiner

    Engine SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 1y

    Moving sales leaders from gut decisions to data-driven thinking isn't about forcing spreadsheets on them - it's about making data useful for their day-to-day challenges. Start with their specific pain points. If they're worried about deals slipping, build a simple report that flags opportunities at risk before they fall apart. If they're concerned about rep performance, show which behaviors correlate with closed business. Keep everything simple and actionable. Sales leaders don't have time to be ...Read More

    467 Views
  2. Ignacio Castroverde
    Ignacio Castroverde

    Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y

    Leading sales leaders to make data-driven decisions involves a combination of education, communication, and providing the right tools. Here’s how I approach it: Building Trust in Data: It’s essential to demonstrate the reliability of the data and the tools we use. My team ensures that our data is consistently accurate, up-to-date, and accessible. When sales leaders trust the data, they’re more likely to rely on it for their decision-making. Education and Training: We conduct regular training ses ...Read More

    1,822 Views
  3. Alexander Bugajski
    Alexander Bugajski

    Lambda Head of GTM Ops • 1y

    Shifting sales leaders from relying solely on gut instinct to incorporating data into their decision-making is a journey, not an overnight switch. It boils down to building trust, demonstrating clear value, patience, and collaboration. You're not trying to replace their valuable experience, but rather enhance it with data. Here are my 'tenets' on this topic: Build Trust Through Reliability: The data and reports you provide must be accurate, consistent, and easily understood. If they contain erro ...Read More

    587 Views

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