The Miller Heiman Research Institute, led by Joe Galvin, EVP, provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers his perspectives on how auto-analytics improve sales performance by reducing the risks of surprisingly poor results from instinctively useful efforts. Key points he makes:
- auto-analytics capture the details of what efforts produce what results
- they do so with precision, capturing data automatically ‘in the flow’ of the work
- this creates a new level of transparency that replaces intuition with performance facts
In a nutshell, Joe contends that auto-analytics represent a shift away from a world in which B2B sales performance is guided by what we think works towards a world in which performance is guided by what we know works.