Honeybee<\/strong><\/a> marketing manager.<\/p>\nDekker explained that the value of big data lies in the ability to correctly analyse it. Having access to large amounts of data can be as precious as it can be useless.<\/p>\n
\u201cCall logs, time sheets, invoices, contact dates, times, visits, etc. can be worth their weight in gold when analysed correctly, leading to valuable insights,\u201d said Dekker.<\/p>\n
However, the data may be rendered meaningless if users become inundated and suffer from \u201canalysis paralysis.\u201d<\/p>\n
\u201cYou need to decide early on what is important for your organisation to know, and then track it. Data is not useful if it is not relevant,\u201d he said.<\/p>\n
Know the difference between data and information<\/h3>\n
Data is the raw product, the massive, unsorted set of text and numbers. In comparison, information is the processed part, where the data is given context, refined, and translated into something everyone can understand.<\/p>\n
\u201cYou need to ensure that your data is organised in such a way that it is easy to analyse. If this is not done automatically through a sales management system, you will struggle to stay on top of the massive and daily inflow of data to your business,\u201d said Dekker.<\/p>\n
According to Dekker, sales management systems should be as simple as possible to deliver the maximum value required for advanced data analysis.<\/p>\n
\u201cSuch a system will enable you to capture valuable data which will enable you to pinpoint inefficiencies, and also where to focus your efforts,\u201d said Dekker.<\/p>\n
The benefits of good sales management systems<\/h3>\n
Information can reveal delays in your sales pipeline, highlight areas where a sales force needs training, the effectiveness of marketing campaigns, and customer preferences.<\/p>\n
These insights will empower a sales force to focus its energies and exceed targets. \u201cOur sales force uses the Honeybee sales management system to govern daily activities,\u201d said Dekker.<\/p>\n
\u201cAdmin is greatly reduced and the quality data gathered while using the system has enabled us to track which lead sources were most productive, where the bottlenecks in our sales pipeline lie, and also where the sales executives get stuck before converting a sale.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"
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