Sales productivity metrics and key performance indicators for B2B Sales teams.
Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come.
Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.
B2B Sales is changing because buyers are changing – mainly in the way they buy. Companies in B2B distribution are particularly affected by the changes in customer behaviour and their competitive environment. The shift in customer behaviour is the primary driven-factor behind the digitalisation of sales.
How Much Data Do You Need For Predictive Analytics?
Predictive analytics is one of the technologies with the highest financial impact in B2B sales. Several popular applications of predictive analytics are becoming “must-have” nowadays.
Sales leaders rely on lead scoring, customer attrition modelling, cross-selling analytics and pricing analytics to prioritise their sales activities and increase their customer lifetime value.