The ServiceNow award-winning data-driven sales productivity approach
Philip Aaronson and Gregory Moore stopped in to share their work on data-driven sales productivity at ServiceNow. Their work has been recognized by Brandon Hall where they won the Silver Medal in 2020 for Best Advance in Machine Learning and AI.
The good news is this work can be replicated, on a smaller scale, without investing thousand or millions in technology.
1️⃣ Begin by collecting the data you have on your sellers, the deals they are closing, etc...
2️⃣Analyze what the best sellers are doing. Understand what your most-likely to win deals have in common.
3️⃣Use the hypothesis to being to identify what your sellers should do for certain types of deals -- validate that your hypothesis still holds up, adjusting as necessary.
It is harder to do this type of analysis on a small budget but still doable. Start small, achieve a few wins, and keep going.