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- W2258227894 abstract "This chapter introduces a critical piece of the data analytics puzzle: Sales Rep DNA. This is a term Henry Crawford and the others use to describe the variables, or key performance indicators (KPIs), that most strongly influence a particular rep's skills and behaviors. Rep DNA enables sales leaders to pinpoint individual training needs and opportunities; guide the planning, selection, and design of training programs; and provide real business benchmarks to measure progress over the lifecycle of the project. At sales leadership meeting, Henry presents an analysis that identifies the top ten variables (KPIs) that affect sales performance. The top three are number of unique products sold, percentage of partner involvement, and average deal size. Diagnostic analytics has helped teams to identify the major sales problem areas and which KPIs they should focus on to achieve the greatest impact on the top line." @default.
- W2258227894 created "2016-06-24" @default.
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- W2258227894 date "2015-03-02" @default.
- W2258227894 modified "2023-09-23" @default.
- W2258227894 title "Diagnosing What's Wrong" @default.
- W2258227894 doi "https://doi.org/10.1002/9781119207559.ch6" @default.
- W2258227894 hasPublicationYear "2015" @default.
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