predictive_analytics_for_sales

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!

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:

October 23, 2019

Where 1 + 1 = 3 in the Sales Application Stack - Sales Enablement

  In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   The concepts of application embedding needs to be expanded with the concept of “application in context”.  “Applications in context” is applications working “in context” with applications to solve a series of problems in a consistent and cohesive manner without derailing the users thought process. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

September 20, 2019

The Emperor [CRM] is Naked

  One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

  The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors

July 22, 2019

AI for Sales - Calculating the Sales Forecast

  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

April 16, 2019

AI for Sales - Guided Selling

  The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

February 27, 2019

AI for Sales - Enhanced Data Collection

  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

Sales Automation, Sales Tools, AI, Artificial Intelligence, AI for Sales