Insights

The Power of Sales Analytics

 

Written by more than 20 thought leaders from ZS, The Power of Sales Analytics shares strategic insights, pragmatic advice, and illustrative case studies and approaches that can help pharmaceutical companies enhance sales force processes and decisions. The book includes:

  • Innovative approaches for using analytics to improve key sales force effectiveness drivers such as customer targeting, sales process design, sales force size and structure, territory design, talent management, incentive compensation, goal setting, and performance management.
  • Advice for creating and constantly improving the organizational capabilities needed to put analytics to work in supporting sales force needs, diagnosing problems and opportunities, and designing key sales force effectiveness drivers.
  • A blueprint for prioritizing sales force analytic needs and implementing critical capabilities cost-effectively by assembling the right combination of internal and external resources.

Enjoy a complimentary chapter on implementing sales analytics capabilities, which includes a worksheet-based exercise to help you identify the competencies, processes, and tools required to deliver the analytics your sales force needs.

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