Analytics? Who the heck needs it? Just start selling! Who has time to "stare at their shoes" till the answer comes?
What is the value of good data? And what is the impact of bad data? And why the heck does that matter for presales?
How can presales, sales, and even delivery get aligned through better access to KPIs and critical data?
Of all the areas of the Presales Framework, this one is both the easiest and the most difficult. Easy, because Analytics is at the heart of everything done at Acivica. Data is the lifeblood of all things business. And it is what (besides presales) we do for a living. And why is it the hardest? Because so many people in sales either refuse to accept sales analytics ("you cannot measure what we do!") or they feel like it is a nice to have, one they are to busy to bother with.
Source - Microsoft
What is the reality? A well set up analytics framework makes life easier for sales, and the business as a whole. With just a few tweaks to most current-state processes, really meaningful and impactful analytics is at the close at hand. For the Presales Framework, we are not trying to solve every problem have around analytics. There is a good chance you already have a BI and Analytics solution. However, we did want to provide a starting point.
We provide a few things to get you started. We provide a master-list of KPIs, metrics, and analytics that help you to understand the KPIs we believe will help drive and improve effective presales. And we provide a sample "dashboard" in Power BI. We will make it available to your organization to get you started. If you use another analytics platform, you can use it as a launching point for your own build. It is meant to get you started.
The analytics will help drive engagement, discussion, and training around the other parts of the Presales Framework. Good decisions start and end with good analytics and data. So to make the Framework...uh...work, we give you the tools you need to ensure maximum value.
And if you have any data detractors? Anyone in sales who says data and analytics are not needed? We will show them, prove to them, how much there is to learn.
Email sales@acivica.com to learn more.
