A Field Guide to Data-Driven Sales Enablement

Data-Driven Sales Enablement is a modern approach to sales where data is used to inform and drive every aspect of the sales process, from hiring to training to coaching to measuring success. It's like having a GPS system for your sales team, helping them navigate the sales journey and reach their goals more efficiently and effectively. By leveraging data, sales teams can make informed decisions, personalize their approach, and continuously improve their results. Data-Driven Sales Enablement is all about empowering sales teams with the information they need to succeed, and it's quickly becoming the new standard in sales. This field guide helps sellers and sales teams address the top three challenges in sales: • High sales turnover rates which currently average 34.7% across all sales organizations; • Low quota attainment rate which currently averages 43% of the sales organizations; and • The time and cost required to get individuals and teams to peak performance. Hear from industry experts on how they were able to reduce sales turnover by 62% and increase the number of reps making quota by 88%. This book will show you how to substitute data for opinion.

This field guide is your roadmap for implementing Data-Driven Sales Enablement in your sales organization. By using data to improve sales processes, you can tackle the three major challenges of sales turnover, low quota achievement, and time to proficiency, as well as drive better results. Just like physicians use lab work, MRIs, X-Rays, and other tools to diagnose your health problems and recommend paths to wellness, this book will show you how to obtain and use data to diagnose the strengths and weaknesses of individual sellers and sales teams to inform decisions on hiring, onboarding, training, and coaching your team to world-class performance. With 18 industry experts to guide you, and 30 contributors overall, this guide is a collaboration of thought leaders on how to build a world-class sales team. This field guide includes a step-by-step plan, best practices for using technology, data analytics, and sales assessments, and covers everything from the basics to the latest technologies and techniques. Whether you're a sales leader looking to drive change or a sales professional looking to improve, this field guide has the insights and guidance you need to succeed. With its practical approach and comprehensive coverage, "A Field Guide to Data-Driven Sales Enablement" is an absolute must-have for anyone looking to make an impact in the sales industry. Whether your goal is to boost sales performance, reduce turnover rates, or achieve better results, this field guide will help you reach your goals and drive success in your sales organization.

Baker Communications uses data science to help its customers build world-class sales teams. Just like a doctor uses diagnostic tools to identify illnesses, BCI uses sales-specific diagnostic tools to identify sales team members' strengths and weaknesses. The company then provides individualized training and coaching solutions for each member of the sales team. As one of America's most established corporate training companies, Baker Communications has helped over 1.5 million professionals reach maximum performance since 1979. Globally recognized companies and government agencies, including Amazon, SAP, and Ingersoll Rand depend on BCI to equip their employees with skills to increase market share and produce immediate results. BCI uses a data-driven sales enablement methodology to create and deliver individualized training and coaching solutions that produce measurable results, as well as significantly reduce the time to competency for sales teams. Baker Communications' solutions have been utilized and delivered worldwide, throughout Europe, South America, North America, the Middle East, and the Asia Pacific. BCI offers a full range of options for learners. These options include our proprietary and custom virtual workshops, as well as technology and AI that provide advanced insights into each seller in addition to delivering learning content anywhere, around the clock. Visit http://www.BCICorp.com.