Smart Scale Analytics

I know it’s a bit of a cliche but sales truly is the heart of your business – nothing runs without revenue coming in the door.  My career had stints that ran from Inside Sales, Sales Support and Sales Operations (among other areas) and understanding many of the critical analytics to match.  Sales is also more than just getting deals in the door – it impacts all your businesses functions:

-What does my pipeline look like?  Is there enough to replace the open backlog I’m sending out over the next few months?

-What is my pipeline composed of?  Assuming a certain percentage of that business closes do I have enough inventory and people to fulfill that demand?

-Do I have a razor/blade business model where I have a certain amount of durable items out there that should be driving demand for consumables – is that demand coming in?  Are customers with those systems/durable items ordering the consumables I would expect?  Why or why not and what can I do to drive consumable sales more?

-Have I sold the right combination of accessories and service with my primary product if appropriate?  Should I look into selling extended warranties and service to keep my product in prime condition for my customer?

-Are my sales teams territories sized right?  Are their targets aggressive but not impossible? 

-Which markets am I selling into?  Is there room for growth?  What additional markets should I consider selling into?  Which markets that I’m selling into now are the most profitable for me?  Which are the least profitable?  Where should my sales team focus their efforts and who should I focus on marketing to?

These questions and many more have led to the creation of a multi-billion dollar industry to provide CRM (Customer Relationship Management) Systems.  They’ve grown to cover a lot more than ‘just’ sales but companies like Salesforce, HubSpot and their many competitors got their start in supporting sales and marketing.  I’ve spent over a decade working with data from these systems and can help you unlock insights from all of the data that they’re generating or help you to use them better because having a healthy sales picture is the first key to having a healthy company!

With over a decade of sales operations and analytics experience I’ve seen a lot of what works and what doesn’t – if you’d like support with sales analytics or salesforce/CRM support please fill contact me via the below form and I’d be happy to reach out to you:

https://forms.monday.com/forms/5d98c92660083c884b97daef6dffb459?r=use1