Part 1: Setting the Stage for Sales Science

Summary

Lay the foundation needed to become a scientific sales organization by refining your sales process, building a data strategy and more in this first of three steps toward becoming a certified sales scientist.

Description

A Day in the Life of a Sales Scientist

This first lesson is designed to get you acquainted with the future of sales operations: sales science. Start learning some of the key terms associated with this practice, and see what it looks like to live a day in the life of a sales scientist.

Resource: Sales Science Glossary

Driving CRM Adoption

Sales science starts with increasing CRM adoption and data capture across your team. Learn about the functionality you must demand and procedures you can implement to place your sales platform at the center of your sales organization.

Resource: 5 Reasons Why Your Reps Don’t Want to Use CRM (But Should!)

Refining Your Sales Process

Get detailed instructions for how to define or refine the steps needed to move prospects from one stage of your sales pipeline to the next. By the end of this lesson, you will have a sales process that positions your team for success and is measurable, repeatable and scalable.

Exercise: Refine Your Sales Process
Resource: 3 Keys to Unlocking a Scientific Sales Pipeline

Building Your Sales Data Strategy

Learn how to build a sales data strategy rooted in the Scientific Method. Understand what data points to prioritize and collect, how to ensure that your team captures this information and what you can do to improve the quality and accuracy of your sales data.

Exercise: Outline Your Sales Data Strategy

Identifying Your Top 3 Sales Reports

With so many numbers circling around the sales org, it can be hard to know where to direct your team’s attention. Discover the top 3 reports necessary for your business and how to hold your team accountable for performance.


Duration

1 hour

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The training is priced from $ 150.00 USD per participant


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