Correct information at appropriate time supported by right incentives is the master key for success of the sales force. Precise information available when required can change the dice of sales results and the information available from sales force will affect the other departments. The demand generated by sales force will directly affect the production department objectives and this, in turn, will affect the purchase department handling the inventory of row materials. Also, sales is the main revenue source for any organisation.

The Business Intelligence Advantage

• Set targets and allocate resources based on authentic data and not mere speculations.
• Analyse data currently available taking into consideration cross-sell and up-sell revenue paths and estimated lifetime value of a customer.
• Percolate information like which elements of sales efforts work and which do not to provide sales force an edge in trying to develop a strong customer relationship and loyalty.
• Measure the hidden factors affecting sales effectiveness to help improve sales productivity and correct strategies that does not work.
• Get a consistent view of sales force performance, so that in case of any unexpected variation in sale can be taken care of by immediate corrective measures for strategic adjustments based on wider performance patterns.
• Better understand product profitability and customer by spotlighting customers and products contributing highest to sales bottom lines.
• Decision makers can revise expense and resource allocation by net value from each customer segment or product group.
• Identify most effective sales tactics and mechanisms, the best resources and tools, to meet organisation sales objectives.
• Set an alert system for upcoming opportunities and risks.