Welcome everyone to our new blog. I’m Greg, the CEO of IncentAlign. Since founding IncentAlign, we have spoken with dozens of sales experts and hundreds of executives. Our goal in writing this blog is to help convey much of what we have learned.
We are numbers people, but we realize that most of the time the numbers used within sales organizations either are not accurate or are not actionable. We’ve all seen:
- Revenue lost due to poor customer understanding
- Forecast based off of stages that have no relationship to what will actually happen
- Valuable leads that are not pursued because front line sales reps don’t understand their value
- Hours or days spent on building reports which then end up on bookshelves
These are just a few of the problems that result from bad data or poor execution on data.
Over the next few weeks and months, we hope to dive into these issues and many more. In particular, we plan on leveraging the latest views, strategies, and techniques on sales territory alignment, lead allocation, lead routing, sales force optimization, and sales productivity. We hope you will find this helpful and look forward to any feedback.
Best,
Greg
Tags: Analytics, IncentAlign, Lead, Lead Allocation, SalesAlign