Companies are beginning to utilize their employees’ behavioral data — generally known as people analytics — to better understand and improve their sales operations, with strong results. Microsoft, where we work, is no exception, and B2B sales is one of the areas where we are seeing the most value. Our findings, and the ways we came to them, can be useful to other sales organizations looking to make internal changes of this type or optimize how their salespeople relate to customers.
A Look into Microsoft’s Data-Driven Approach to Improving Sales
They turned to people analytics to better understand their processes.
December 17, 2018
Summary.
Companies are beginning to utilize their employees’ behavioral data to better understand and improve their sales operations. Microsoft is no exception. Recently, the company went through a reorg that had the potential of dramatically changing the way 20,000-plus salespeople worked across the globe. So before making major changes, the company used people analytics to answer key questions, such as “Are we spending enough time with our most important customers?” and “Are new hires ramping up and collaborating with customers as quickly as expected?” After learning more, the company piloted an individualized email system to encourage desired sales behaviors.
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Excel in a world that's being continually transformed by technology.