article | September 2, 2012
Make Sales Data Meaningful in 2013 by Spending Time in the Field
In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses:
Organizations doing these things aren’t poor performers. But what they are doing is gathering data from an inward-out perspective when they should be looking at the market from an outward-in perspective. Inward-out in this case is defined as projecting ourselves onto the client, while outward-in is client view projected on us.
Developing a holistic understanding of the customer and looking at the world from an outward-in perspective will make data analysis truly meaningful.
Gathering Data to Develop an Outward-In View
To gather customer information and develop an outward-in focus, sales operations has to disconnect from analyzing spreadsheets and start talking to customers. For many Sales Operations teams, this means stepping outside the comfort zone and performing new tasks. The three most effective ways to begin building an outward-in point of view:
Making the Data Meaningful
Now that we have obtained qualitative data, we can marry it with quantitative data to develop meaningful insights for the organization. The process to make data meaningful includes:
If you want to be successful moving forward, start building an outward-in POV. This will enable your organization to mirror customer behaviors.