Insights

Learn about Cost of Poor Quality (COPQ) and Cost of Total Quality. Have you heard about Takata airbag failures, Toyota floor mat issue, Peanut butter fatalities, etc. and what they mean to Cost of Quality! Learn more check out the below video: In-depth knowledge of COPQ and COTQ will help in:Accurately compute or estimate COPQPerform cost-benefit […]

A survey was conducted among industry practitioners and experts on this. Learn more:When everyone in the industry is focusing on Industry 4.0, Smart Factories, Industrial IOT, AI, Robotics, etc. do concepts of Lean Manufacturing such as 5S, Muda, SMED, etc still hold any relevance?Results of the finding10 Used cases for 5S and Industry 4.0 application […]

Benefits of doing Win-Loss Analysis Win-Loss Analysis is a method of evaluating, comparing and contrasting the reasons for why a sale was won or lost. A similar approach that is popular is Lost-Sale Analysis.Learn How to perform Win-Loss Analysis.In order to appreciate the importance of Win-Loss Analysis, we will look at the ‘Benefits of doing Win-Loss […]

How To Perform Win-Loss Analysis. Unlike Lost Sale Analysis, Win-Loss Analysis aims to take a comprehensive approach to studying the reasons for improving the sales process by evaluating orders Won and orders Lost.Learn more about Why doing Lost Sale Analysis is useless? and the Benefits of doing a Win-Loss AnalysisHere are the steps to perform Win-Loss AnalysisCollect a […]

Why doing Lost Sale Analysis is useless? When Sales directors are trying to solve sales problems such as low customer retention or poor conversion ratios, they would want their sales managers to reach out to prospects who moved up in the sales funnel but didn’t finally make the purchase. The idea behind Lost Sale Analysis […]

Importance of Data Quality & Data Governance for Sales Analytics The strength of analytics insight is a direct function of the data quality and Sales Analytics is no exception to this. In fact, in sales the dependency on external factors for data collection is so high, whether its client, customers, channel partners, marketing, operations etc., […]

Sales Analytics FrameworkThe Analytics Framework for Sales aims to support a long term strategy of applying analytics in sales and to integrate seamlessly with remaining part of the organization’s analytics strategy.There are 3 important pillars for effective deployment of Sales Analytics Framework. A framework like this, when implemented consistently, will shift Sales Analytics from a […]

6 Elements of Sales Problem Framing FrameworkEvery time a sales manager walks out a monthly review meeting with her sales directors, there is a list of actions to be taken. These are mostly agreed actions to address problems they are facing in their portfolio. Unfortunately, this is how it happens in large and mature corporations […]

10 Reasons why sales teams are reluctant to embrace sales analyticsWell, everyone knows about the importance of analytics. Many sales professionals sell ‘Analytics and BI’ products and services, yet they fail to embrace it. It’s quite surprising that they recognize its importance, its relevance to their growth and survival, but don’t get into action.If you […]

Improving Your Organization’s Sales Analytics CapabilityWith the advent of Big data and Analytics, every single discipline of business entities have seen tremendous benefits derive out of data based insights. While Analytics has penetrated Operations, Supply Chain, Marketing, HR, and IT, one of the biggest beneficiaries that directly contributes to the top line of the organization […]

Guide to Selecting Sales Analytics Software ToolsOrganizations that aim to make the most out of Analytics to drive business and top line focus on Marketing Analytics and Sales Analytics. While the penetration and the adoption of Analytics in Marketing is almost as old as the adoption of analytics in business, Sales Analytics is an area […]

Channel Management Metrics and Sales AnalyticsWhether B2B or B2C, nowadays growth based organizations have multiple channels to access their customers. Large organizations across sectors such as Automotive, FMCG, Consumer Durables, BFSI, Retail, e-Commerce, Telecom, IT & Tech have both direct sales as well as channel partners. Many B2B sectors such Industry IT, capital goods, aviation, […]