As the age-old adage “the art of sales” conveys, sales success has traditionally been considered a game of skill honed by sales veterans over years of deals won and lost. But with the continued rise of big data and real-time analytics, businesses are beginning to ask themselves: how can the art of sales be scaled, quantified and refined?
Just as marketers are no longer measured by the cleverness of an ad campaign but by its associated cost per lead and conversion rate, sales must forgo gut feelings and educated guesses in favor of processes that are repeatable, measurable and insightful. Let’s take a look at three ways that your business can start adopting a more scientific approach to sales. (more…)