Sales Analytics
Quick definition
Collecting, analyzing and visualizing sales data to make better decisions and improve performance.
Detailed explanation
Sales analytics is about turning raw data from your CRM into actionable insights. Instead of guessing which tactics work, you let the numbers speak. How many calls must an SDR make for 1 meeting? Which sources deliver the highest win rate? How long does the sales cycle take on average per segment? At which stage do we lose the most deals? You answer these questions with sales analytics. The basics come from your CRM (deals, activities, conversions), but good analytics tools like Salesforce Einstein, HubSpot Analytics or Clari also combine data from your email, calendar, calling software and marketing automation. That gives you a complete picture. The difference between good and bad sales teams often isn't in talent, but in use of data. Top performers analyze their numbers every week, test new tactics, and optimize based on what works. Average teams "just keep going" without measuring.
Synonyms
Examples
A SaaS company analyzes their pipeline and discovers that deals that get a demo within 7 days after SQL have a 67% win rate vs 34% at 7+ days. They introduce a rule: every SQL gets a demo within 5 days. Revenue increases 28% in 1 quarter.
A consultancy runs a cohort analysis and sees that customers from the "manufacturing" sector have a 3.2x higher LTV than other sectors. They shift 60% of their marketing budget to manufacturing. CAC drops 41% while growth accelerates.
When to use this?
Use sales analytics for weekly performance reviews, quarterly planning, identifying problems in your funnel, forecasting, and testing new sales tactics. Every sales team above 5 people should do basic analytics.
Match-day approach
We build dashboards in your CRM that show the numbers that matter: not 50 metrics, but the 8-10 KPIs that drive your sales machine. We train your managers in interpreting the data and having data-driven coaching conversations. Every month we analyze together where the biggest opportunities lie.
Related terms
Customer Relationship Management (CRM)(CRM)
Software for managing all interactions with prospects and customers throughout the entire customer lifecycle.
Revenue Operations (RevOps)(RevOps)
A holistic approach that aligns sales, marketing, and customer success to maximize revenue growth.
Sales Forecasting
The process of predicting how much revenue you will generate in a specific period based on your pipeline.
Learn more
Wil je weten hoe je sales analytics effectief inzet in jouw organisatie? Neem contact op met Match-day.
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