<img src="https://ws.zoominfo.com/pixel/4z2e82sWyhmveGlCzuJa" width="1" height="1" style="display: none;">

Why We Love Predictive Analytics (And You Should, Too!)

Authored by Chisom Uche on August 16, 2016

Here at TopOPPS, we LOVE predictive analytics. It shapes the way we operate and we see the benefits that it provides our sales team, every day. In fact, it is the core of what we do and what we help other sales teams do too! Predictive analytics helps us manage our deals, identify holes in our pipeline, and produce accurate sales forecasts quarter after quarter. However, while predictive analytics is everywhere, it is still an early addition to the sales world. In a 2014 Inc.com article titled 'Love or Hate It, Why Predictive Analytics Is The Next Big Thing', Mick Hollison argued that "the most valuable use of predictive analytics is in marketing and sales" so it's a shame that more sales teams don't utilize its benefits. We obviously chose to love predictive analytics and so we want to share why we do and why you should too.

What is Predictive Analytics?

First, it is important to understand what constitutes predictive analytics. As defined by 'Predictive Analytics Today', "Predictive analytics is the branch of the advanced analytics which is used to make predictions about unknown future events." While many definitions can make predictive analytics seem like this magical mystery, predictive analytics takes your data and puts it to work for you by giving you insight into how you will perform in the future based on how you have historically performed. There is no single way of utilizing this type of analytics. Many products incorporate different algorithms for taking into account events in the past that affect your future outcome. That's why, as sales people, we find it is very important to not just create any predictive analytics solution but to create one that is specifically made by and for people in the sales world.

What Can Predictive Analytics Do for Your Sales Team?

As a sales team, you will rack up a ton of data about the opportunities in your pipeline and the things you do to close those opportunities. In fact, the point of having a CRM is to have a place where you store all of that data so that you can look back at it and evaluate how you've been performing. Don't be fooled, the pretty aesthetic of how your data is presented is not the best use of the data. Nor does making graphs and charts with your data necessarily help you decide what to do next, assuming your data is even reliable. That's where predictive analytics comes into action and why we love it so much. For example, with predictive analytics, you have a solution that will give you an accurate forecast for your sales period so that you can take the steps needed to achieve that forecast or proactively intervene to try to save your sales team from missing their forecast. With this information, you can strategize on coaching your sales team, restructuring the deals being worked in your pipeline, or even reallocate resources to try to bring more deals in long before you are at risk of missing your number.

What is the Future of Predictive Analytics?

In the world of sales, there is never enough time to sell. You only have so much time to reach your prospect and to close the deal before the clock on your sales period hits zero. The future of predictive analytics is prescriptive analytics. Prescriptive analytics take the guesswork out of how to optimize the time spent working on a deal or what you need to do to make that predicted forecast number. When you can spend less time analyzing and strategizing because you already have those answers given to you, you have much time to actually sell!

We could go on and on about why we love predictive analytics and why we think every sales team should find a predictive analytics solution best for them. At the end of the day, the best thing about predictive analytics is that it enables us to spend most of our time selling and providing the best services that we can for our prospects. It helps us continuously get better at our jobs and gives sales management a peace of mind when they set the forecast number for the sales period. Instead of just telling you more, please contact us and let us show you what predictive and prescriptive analytics can do for your sales team. We're certain you will be impressed and love it like we do.

Subscribe to our newsletter!

Lists by Topic

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

November 21, 2020

Best Practices for B2B Sales - Sales Rep Coaching-Performance Reviews

This is a continuation of the previous two blogs on sales rep coaching.  This blog focuses on reviewing the sales rep’s overall performance in a one-on-one.  In a series of weekly one-on-one meetings this topic typically comes up once every four weeks.   ...

sales management, AI for Sales, best practices, sales best practices, Sales coaching, Sales One-On-Ones

October 30, 2020

Best Practices for B2B Sales - Weekly Pipeline/Opportunity Review

This is a continuation of the previous blog on sales rep coaching.  The prior blog reviewed how sales rep coaching fits within the sales management process and outlined best practices related to “call coaching”, one aspect of sales rep coaching.  This blog focuses another aspect of sales rep coaching --  sales pipeline reviews and detail opportunity reviews.  The next blog will focus on the third aspect of sales rep coaching, sales rep performance one-on-ones.   ...

sales management, Sales Process, Sales Pipeline Management, AI for Sales, automated sales rep coaching, sales best practices, Sales coaching

October 16, 2020

Best Practices for B2B Sales - Sales Rep Coaching and One-on-Ones

Sales rep coaching and sales manager/sales rep one-on-ones are the catalyst for sales optimization and sales growth. They are also the tool for increasing the sales rep proficiency and converting C and B quality sales reps to B and A players.  Some supporting research from CSO Insights reveals a correlation between quota attainment and coaching.  The study found the better the sales manager coaching the higher quota attainment.   ...

Sales Executives, Sales Tools, AI for Sales, sales best practices, Sales coaching, Sales One-On-Ones

August 26, 2020

Best Practices for B2B Sales - Sales Management Process

The next four blog posts will focus on the sales management process.  This is the overarching sales processes between sales leadership and sales managers, sales managers and sales reps and sales operations with sales leadership, sales management and sales reps.  These processes align the different sales groups towards the same goals. This is the fourth category of blog series Best Practices for B2B Sales Pipeline and Forecast Management based on the original blog post for this best practice series started on January 21st. ...

sales management, AI for Sales, sales best practices

August 19, 2020

Best Practices for B2B Sales - Sales Opportunity Postmortem

or a sales team, complacency is the enemy of improvement and growth.   Top sales teams continuously improve to achieve better standards, no matter what level of success they have reached in the past.  The blog “Best Practices for B2B Sales - Sales Pipeline Data & Process Improvement, focused on using analytics as a basis to identify bottlenecks in the sales process and create a process for continual improvement.  That is one way.  Doing a sales postmortem is another.  It provides an operational perspective on how to enhance the sales process. ...

sales best practices, sales opportunity management, sales account management

August 11, 2020

Best Practices for B2B Sales - Always Know the Next Step

The most important step in any sales process is the NEXT step.   It is a hurdle that must be cleared to give you the right to move to the “NEXT, NEXT” step.  The next step is not granted, but earned by successful completion of the current step.  The next step has to be set up with the buyer as you finish out the current step.  ...

AI for Sales, Guided Selling, sales best practices, Sales Pipeline Visibility, sales opportunity management

August 4, 2020

Best Practices for B2B Sales - Guided Selling

Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce a consistent and efficient sales process. The tasks and process are based on sales patterns of past close-won, and close-lost opportunities. Dynamic guided selling is the automated collection of prospect interactions and seller activities with the application of artificial intelligence and pattern matching to prescribe optimal buyer role based sales execution steps  and coaching ...

AI for Sales, Guided Selling, sales best practices, sales milestones

July 28, 2020

Best Practices for B2B Sales - Account Management

This blog may be a little controversial.  Many blogs and white papers talk about account management as a sales function.  Sales reps target accounts to sell to.  They then flush out sales opportunities within the account and work on closing those opportunities.  At TopOPPS we take a broader approach to account management.  We believe account management starts with marketing.  It includes both marketing and sales. ...

Sales Funnel, Marketing Funnel, sales best practices, sales opportunity management, sales account management