This Week's Herman Trend Alert

Nail-Painting Robot Coming
to a Salon Near You

 

  The Herman Trend Alert

April 20, 2016

Future of Sales Management

Thanks to Lisa Clark of Qstream, we have seen the future of sales management and it is fascinating.

Metrics vs. Data Analytics
Metrics are quantitative measures, while analytics fall into two categories: 1) Predictive, based on historical data and 2) Adaptive, based on real-time data.

Want to be successful? Use Predictive Data Analytics
According to Bain & Company, organizations that use data to drive their sales leadership positions are two times more likely to be a top industry performer, three times more likely to execute decisions as planned, and four times more likely to make decisions faster. And as we all know, agility can make a huge difference to the bottom line.

Focus efforts where they will matter most
According to the Sales Executive Council, a five percent performance gain from the middle 60 percent of performers yields over 70 percent more revenue than a five percent shift in the top 20 percent. A rising tide lifts all boats; in other words, if you concentrate on on improving the performance of the middle 60 percent, that focus will result in much higher results than just concentrating on the top 20 percent, which is what most sales managers always believed would be the most effective.

Data also tell us the top driver of sales performance is coaching
High performing organizations provide 15 to 20 percent more coaching time than low performing companies---not surprising. However, the challenge is that many sales managers have not been taught how to coach effectively. We see a major opportunity for organizations to coach their coaches (Clark agrees; see below). Related to that success is Qstream software's Manager Dashboards that have the effect of improving coaching effectiveness by 55 percent. Not only does coaching work for individuals, but the amount of coaching also correlates to team success. Best practices dictate that 20 to 30 percent of the time should be spent on coaching.

We concur with Lisa Clark's predictions
1. Sales forces will adopt a "less is more approach" to data and reporting.
2. Front line managers will finally become the focus of sales enablement (Coach the coaches).
3. Mobile productivity and predictive analytics tools will become ubiquitous.
4. Sales analytics will become more actionable.
5. More heads of sales will get their "C" title.
6. (Our own) Companies will use assessments to identify sales representatives who are not "ready" and their training needs will be addressed.

Our forecast
Driven by data analytics and the desire to optimize profits, advancing technology will continue to afford higher and higher levels of fine-tuning of the sales process. Expect companies to invest the resources necessary, because the return on investment will be unmistakable.

Also recommended by Lisa Clark, is Cracking the Sales Management Code, a book by Jason Jordan.


© Copyright 1998- by The Herman Group, Inc. -- reproduction for publication is encouraged, with the following attribution: From "The Herman Trend Alert," by Joyce Gioia, Strategic Business Futurist. 1.336.210.3548 or https://hermangroup.com. To sign up, visit https://HermanTrendAlert.com. The Herman Trend Alert is a trademark of The Herman Group, Inc."

HEAR JOYCE SPEAK TOMORROW AT 11:30 AM EDT
Tomorrow morning, Joyce will be a Fireside Chat Speakers at the Brightside Business Women Empowerment Virtual Conference where she will talk about how business women can use the insights from her new, groundbreaking book, EXPERIENCE RULES, to be successful. Register for FREE at https://brightsideglobaltrade.org/women.

GET COACHING FOR YOUR PEOPLE FOR LESS THAN $1/DAY!
Gain access to dozens of coaches for the same low price. Find out more by visiting https://ingomu.com/joyceg

JOYCE IS ON THE RADIO EVERYDAY NOW
To listen to Joyce's TV shows on the radio, simply visit RadioFutures.com. Joyce's show is streaming every day at 3:00PM Pacific Time.

To read this Herman Trend Alert on the web: https://hermangroup.com/alert/archive_3-29-2023.html.


Herman Trend Alerts are produced by the Herman Group, strategic business futurists, Certified Management Consultants, authors, and professional speakers.

New subscribers are always welcome. There is no charge for this public service. The Herman Trend Alert is read by over 30,000 people in 90 countries, including other websites and printed periodicals. Click here to sign up for the Herman Trend Alert.

Do you enjoy receiving this weekly e-mail update? Contact us about our co-branded Herman Trend Alert service.


Subscribe or Unsubscribe to weekly Herman Trend Alert
View this week's Herman Trend Alert
Archived Weekly Herman Trend Alerts

                                                                                                                                                                                                                                                                                                                                                                         


[ Home · About · Products · Resources · Media ]

 

7112 Viridian Lane
Austin, TX 78739
Voice: 336-210-3548
Toll Free in US & Canada: 800-227-3566
E-mail: info@hermangroup.com


  © The Herman Group. All rights reserved.

Web site design by WebEditor Design Services, Inc.