Data-Driven Sales

CSP-XBUS39W

Stanford Continuing Studies


Description

Sales is no longer only an art. It is driven by scientific methods of data collection and experimentation. Organizations need to design their sales teams and processes based on the observations and conclusions found within their customer interactions. Armed with the right data, today’s companies can make their sales teams exponentially more productive by applying thorough analysis to sales information. This course will teach students the core metrics of successful sales teams and how to design metrics unique to your business.

You Will

  • Understand what data to gather, how sales reps will collect it, and how to use it.
  • Learn how successful sales organizations rely on an operations team to optimize their sales prospecting, sales reporting, customer relationship management (CRM) systems, and sales incentives.
  • Use real-world studies to draw conclusions about the most effective sales processes, team structures, compensation plans, and lead generation.

Instructor

Ken Niese, Director Sales Operations, Angie’s List