Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Index

A

1. A/B test
2. Account prioritization logic
3. Account scoring
4. Acres, Barbara: celebrating success; declines offer to join data analytics taskforce; director of presales position held by; on failure of some sales reps to adjust to new approach; playing the blame game
5. Average deal size: KPI mapping of; new business vs. upsell revenue and; predictive analytics on growth of; as sales performance KPI; win rate and deal distribution,. See also Sales reps performance data

B

1. Balanced Scorecard
2. Balanced Scorecard Institute
3. Bersin, Josh
4. Big Brother
5. Big Data: beware of the hype surrounding; causes of “dirty,”; challenges related to defining the nature of; employee data as part of; ending management by guesstimate through use of; as “game-changing asset,”; increased interest in; making decisions without the right; terminology used to describe. See also Data analytics; Information; Sales reps performance data
6. Black box model
7. Blame game. See Playing blame game
8. Brown, Tristam
9. Business: need to understand drivers of your; new business revenue; proving diagnostic analytics impact on

C

1. Celebrating success
2. Chan, Jennifer: celebrating success; on future applications of predictive analytics; hired to eventually assume Henry’s position
3. Chance acceptance curve (Kubler-Ros Change Curve)
4. Change management: data analytics applied as a practical; progress as dependent on change and; understanding that sometimes “changing the guard” is part of
5. Choudhury, Vikram
6. Coaching. See Performance coaching ...