By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
SmartData Collective
  • Analytics
    AnalyticsShow More
    data analytics in sports industry
    Here’s How Data Analytics In Sports Is Changing The Game
    6 Min Read
    data analytics on nursing career
    Advances in Data Analytics Are Rapidly Transforming Nursing
    8 Min Read
    data analytics reveals the benefits of MBA
    Data Analytics Technology Proves Benefits of an MBA
    9 Min Read
    data-driven image seo
    Data Analytics Helps Marketers Substantially Boost Image SEO
    8 Min Read
    construction analytics
    5 Benefits of Analytics to Manage Commercial Construction
    5 Min Read
  • Big Data
  • BI
  • Exclusive
  • IT
  • Marketing
  • Software
Search
© 2008-23 SmartData Collective. All Rights Reserved.
Reading: Predictive Analytics and Sales Forecasting: The Latest Power Couple
Share
Notification Show More
Latest News
data analytics in sports industry
Here’s How Data Analytics In Sports Is Changing The Game
Big Data
data analytics on nursing career
Advances in Data Analytics Are Rapidly Transforming Nursing
Analytics
data analytics reveals the benefits of MBA
Data Analytics Technology Proves Benefits of an MBA
Analytics
anti-spoofing tips
Anti-Spoofing is Crucial for Data-Driven Businesses
Security
ai in software development
3 AI-Based Strategies to Develop Software in Uncertain Times
Software
Aa
SmartData Collective
Aa
Search
  • About
  • Help
  • Privacy
Follow US
© 2008-23 SmartData Collective. All Rights Reserved.
SmartData Collective > Analytics > Predictive Analytics > Predictive Analytics and Sales Forecasting: The Latest Power Couple
Predictive Analytics

Predictive Analytics and Sales Forecasting: The Latest Power Couple

Brett Stupakevich
Last updated: 2010/08/25 at 2:23 PM
Brett Stupakevich
3 Min Read
SHARE
- Advertisement -

j03879385 150x150 photo (predictive analytics)

j03879385 150x150 photo (predictive analytics)

“To maintain a competitive position in the market, companies are turning to sales analytics solutions that provide an enterprise-wide data flow into the forecasting process,” concludes a new research report from the Aberdeen Group.  The report finds that well-executed sales analytics can assist the business by “creating more refined snapshot of future revenue and empowering more efficient, margin-driven sales activity, as well as more pure selling time by the sales team itself.” 

More Read

The Sales Forecast Requires Commitment not Status Quo

Eli Goldratt and Tom H. C. Anderson Discuss Sales Forecasting

While the use of sales intelligence (SI) solutions has been increasing over the past few years (especially in the B2B space), the focus has been on pushing actionable information directly into the sales organization.  With a faster, fatter information pipeline, plus automated triggers, it’s easier to identify prospects at just the right time—and there are increased opportunities for up-selling and cross-selling, based on an enhanced view of the customer.

So business intelligence is alive and well in the sales arena.  But the integration of predictive analytics with sales forecasting has been slower to penetrate, perhaps because many organizations just don’t have the necessary tools in place.  The power of sales analytics is based on drawing data from many parts of the enterprise and on providing easy, intuitive access to the data across a broad group of stakeholders.  Without the right technology, the production of meaningful sales forecasts may be so time-consuming that the value is lost.  And without the capability to roll up data to executive dashboards, sales forecasting becomes a tactical exercise instead of a strategic initiative.

The Aberdeen report (based on a survey of 422 broadly representative enterprises) found that 65% of its Best-in-Class respondents had in place “customized data integration between sales and other information silos that requires little or no support from IT.”  Compare that figure to 45% of the Industry Average Group, and just 28% of Laggards.  Similarly, 81% of top performing companies had CRM/SFA dashboards that integrate goal vs. actual sales forecast data—compared to 47% of the average group, and 37% of the lowest performers.

There’s much more food for thought in the Aberdeen report.  Access is complimentary until August 27, so take a look!  And for more about sales analytics, TIBCO Spotfire has a webinar available on demand.

Spotfire Blogging Team

Image Credit: Microsoft Office Clip Art

TAGGED: sales forecasting
Brett Stupakevich August 25, 2010
Share this Article
Facebook Twitter Pinterest LinkedIn
Share
- Advertisement -

Follow us on Facebook

Latest News

data analytics in sports industry
Here’s How Data Analytics In Sports Is Changing The Game
Big Data
data analytics on nursing career
Advances in Data Analytics Are Rapidly Transforming Nursing
Analytics
data analytics reveals the benefits of MBA
Data Analytics Technology Proves Benefits of an MBA
Analytics
anti-spoofing tips
Anti-Spoofing is Crucial for Data-Driven Businesses
Security

Stay Connected

1.2k Followers Like
33.7k Followers Follow
222 Followers Pin

You Might also Like

The Sales Forecast Requires Commitment not Status Quo

11 Min Read

Eli Goldratt and Tom H. C. Anderson Discuss Sales Forecasting

11 Min Read

SmartData Collective is one of the largest & trusted community covering technical content about Big Data, BI, Cloud, Analytics, Artificial Intelligence, IoT & more.

AI and chatbots
Chatbots and SEO: How Can Chatbots Improve Your SEO Ranking?
Artificial Intelligence Chatbots Exclusive
ai in ecommerce
Artificial Intelligence for eCommerce: A Closer Look
Artificial Intelligence

Quick Link

  • About
  • Contact
  • Privacy
Follow US

© 2008-23 SmartData Collective. All Rights Reserved.

Removed from reading list

Undo
Go to mobile version
Welcome Back!

Sign in to your account

Lost your password?