“It is better to be approximately right than precisely wrong”
Warren Buffet
BI will help us know where we should focus to optimize the time employed analyzing all the information the business generates through its activity.
Therefore, in this study we are going to discuss the benefits we can gain when aligning Business Intelligence and the Sales Management towards a common goal, obtaining much higher quality information in the minimum time, enabling us to make the correct decisions.
1. The Decision-Making in the Sales Management
The goal of the sales departments has always been the same. Decide what to sell, when, where, to whom and how. What has changed is the quantity of information that needs to be used to make these decisions, and the tools employed.
Traditionally, sales has based its decisions on information obtained by the company’s employees, manually.
Nowadays, we have access to an enormous amount of information, impossible to manage with traditional tools. And we end up trying to manage all this data with spreadsheets, falling into what is usually known as “Excel hell”: Several linked reports that require a lot of time to be updated and organized. This excessive amount of time means, in many occasions, that the decision-makers obtain the information they need too late and at a very expensive price, both in time and money.
Sales management, with the increasing competitiveness of today’s markets and the high demands of the general management, finds itself in a situation where it must be able to make the appropriate, informed decisions, adapted to the environment and the company, as soon as possible. The only way to do this is to simplify the process:
“Obtain Information -> Decide”
2. What is Business Intelligence?
Business Intelligence is a software tool that enables companies to obtain, analyze and control the critical data for their success.
Only a few years ago there was a widespread fear that new technologies could end up replacing humans in several aspects of both the economic and social life. For this reason there was a certain degree of reluctance on its use and indeed we are still slowly opening ourselves to progress and the facilities that these new technologies offer us.
Business Intelligence hasn’t arrived to replace Managers, BI is just a tool that by itself has no value if it isn’t used correctly, and it helps and supports the management. Business Intelligence can be the best allied of a Sales or Marketing Manager, since it will give him access to relevant information, properly presented, trustful and on time.
LITEBI Dashboard
3. BI: It’s time to evolve
In today’s market it is clear that it isn’t longer possible to make decisions based in intuitions and that we must control everything happening in our environment to be able to act accordingly.
No one now doubts that, with an increasingly competitive market, if we are not certain about what works and what doesn’t, we will be unable to control our activities, and if we make decisions without paying attention to the key information, we will be surpassed by the market trends.
“In the middle of difficulty lies opportunity"
Albert Einstein
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