Boosting Revenue by Understanding Sales Rep Behaviors

This blog is the first in a new series from Lang Analytics to describe practical ways we can bring substantial value to clients through our services. It explores a new way of understanding Sales Rep Behaviors by using a game changing software product from Microsoft combined with analytics to boost revenue.

Background:

I had the privilege of being an “Action Track” topic speaker at People Analytics World last month. My topic was “Connecting HR Data with Salesforce to Predict Wins and Boost Performance.” What I learned from the attendees after my presentation were two important takeaways: 1) connecting HR data to external systems outside of HR control is still a relatively new concept and 2) lack of activity data (e.g., meetings and emails related to sales opportunities) in CRM systems is a widespread problem. 

On my last day of the conference I met Jeremy Tyers, Head of International Development with the Microsoft Workplace Analytics team. We had an extensive discussion where he shared the news that Microsoft Workplace Analytics has an innovative way around the typical lack of CRM system data. The Workplace Analytics product goes directly to the source of activity data, the Office 365 calendar and email data. Microsoft research shows that this data provides visibility into 20+ hours of a knowledge worker's week. The product data can then be aggregated into insights to increase sales productivity and revenue. 

My personal belief is that this product will be a game changer for an organization’s Sales Department. Therefore, my new company Lang Analytics has partnered with Microsoft to deliver a customized Workplace Analytics solution for Sales Leaders.

Below I’ll explain a sample case study for how your company can work with Lang Analytics and Microsoft to meet your business goals.

Case Study Example:

Customer challenge: Need to increase Sales Rep productivity levels to meet revenue growth goals. 

Lang Analytics Deliverable Part 1:

• Leverage data from the Workplace Analytics software to build a Behavioral Model comparing Top Performing Sales Reps versus Other Reps. Behavioral Model compares time with customers, network activity, and account relationship strength. 
• Rep categories determined by reviewing quota data from Salesforce across one fiscal year. 

Lang Analytics Deliverable Part 2:

• Use behaviors of Top Performing Reps from Part 1 to establish new Sales KPIs and build Sales Optimization Dashboards. These Dashboards can be used at the individual Rep Level or aggregated for Sales Leadership.
• Provide Training for Sales Optimization Dashboards.

Impact: Sales Optimization Dashboards drive new behaviors across the Sales Organization leading to higher productivity and revenue.

Note: Workplace Analytics data can also be combined with HR data such as Tenure, Work Location, or Career Stage to gain further insights.

Sound interesting? 

Navigate to Lang Analytics and tell us about your business challenge. We have extensive experience working with Sales data and will develop a solution that provides measurable results. Ask us about our new customer Sales Optimization Package.