Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Chapter 3Changing Mindsets

Pam met with her leadership team on the day after she returned from Dallas. In the past, when the CSO went over a Trajectory procedural review, the solution had always been the same thing—more money. Joe Kirsch was especially buoyant. He figured that he had the new CSO over a barrel. If he didn't get the additional sales reps he needed, he'd simply threaten to leave and take all the good people with him.

“I had an interesting trip,” Pam said to open the meeting. “I have some more clarity about what we should do.” Seven faces looked up at her, eagerly awaiting the good news about their budget increases. Joe made a cash register noise: “Kerching!” Even Yuri laughed, and Pam forced a smile. “We're going to go in an entirely different direction.” Puzzled expressions replaced the smiles.

“While I was away,” Pam continued, “I attended some presentations that challenged my outlook. I talked to some interesting people, and I did a lot of thinking.”

“I thought you were going to a healthcare conference, not a yoga retreat,” Joe snorted. This time his joke fell flat.

Pam continued, “It's clear to me we're doing the best we can with the information we have, and we all know that's not good enough. But I think we can turn this around. In fact, I'm confident of it.” Pam paused. All in the room were quiet and curious, the question on their lips: “How?”

“By improving our data capabilities,” Pam said.

“Here we go again!” Joe said. “Another quick-fix fad. This had better ...