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Setting up Sales Analytics: A Brief Overview


Introduction to Sales Analytics

Sales Analytics refers to the processes and analysis techniques that help manage, measure, and analyze the data. It enables you to get a better understanding of the sales data. The insights obtained from a Sales Analytics Funnel play a crucial role in helping sales teams make more effective and data-driven decisions about prospects, product lines, customers, sales team performance, and opportunities in the market. 

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Understanding the Benefits of Sales Analytics

Sales Analytics lets you devise an appropriate strategy for all your prospects depending on where they are in the Sales Funnel. Sales Analytics helps you make your customer data more accessible and easier to understand, which means that you are better equipped to manage and understand the risks involved and work on delivering more accurate sales forecasts. Here are a few benefits of leveraging Sales Analytics as a part of your workflow:

  • Better Prioritization: You can improve the Sales Rep compensation with a keen focus on Sales Analytics which enables the company to filter out successful Sales Reps and prioritize them for sales in the future. With the help of Sales Attribution Models, you can focus on efficient resource allocation between sales and marketing initiatives to maximize the output of your operations. 
  • Sales Funnel Optimization: When you have a holistic insight on how your prospects think in their buyer journey, you can tweak the sales functions to improve your Lead Conversion Rate significantly.
  • Identification of Areas of Growth: As Sales Analytics lets you dig deeper into your Sales Funnel, you can identify the areas that can be further optimized to drive revenue and growth. You can allocate resources accordingly to convert these opportunities for growth and yield value for the company. 
  • Better Productivity and Efficiency: Sales Analytics also keeps you up-to-date concerning the skillset of your sales force. Based on this information, you now know the skills that your Reps need to develop, employees capable of handling valuable clients, etc. This information also gives you an idea of the type of talent you need to hire to plug in any gaps and enhance the efficiency of your workforce. 

Understanding the Best Practices in Sales Analytics

So far you have seen that Sales Analytics helps Sales teams ensure effective Sales process execution and customer targeting. Armed with invaluable customer insights, you can learn from your top performers and implement a streamlined Sales process through coaching for better results. When leveraging Sales Analytics, implement the following practices to make the best use of it:

  • ROI-Based Investment: Market conditions like competition and regulation, introduce randomness into a company’s sales performance. This makes it difficult to measure the impact of Sales Analytics investments. Analytics tools can be expensive to maintain which makes estimating ROI Analytics of investments a crucial exercise.
  • Incremental Approach: The ideal approach to go about Sales Analytics is to roll out changes in an incremental fashion. During a roll-out, system recommendations should be tested to ensure that systemic biases are fixed.
  • Effective Management: The focus of your Sales Reps would be on making Sales. It is your responsibility to ensure that their operations are not affected by analytics tool-based bugs by leveraging pilots, extensive testing, and early communication process changes.

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This article gives you a brief overview of Sales Analytics and a sneak peek into the role it plays in a company to steer business growth. It starts with a brief introduction of Sales Analytics and then moves on to the benefits of Sales Analytics and wraps up with the best practices associated with Sales Analytics.

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