MKT 466

Sales Analytics

Sales analytics are vital to design and maintain an effective and efficient sales department. This course is designed for sales managers and for sales reps. It provides a comprehensive foundation for understanding sales analytic systems that can be used for discovering insights from sales data, diagnose problems, and predict sales trends. Using Excel, students learn how to compute KPIs, identify potential drivers of KPI, segment markets, perform predictive analysis, and compute CLV. Students also use a popular sales CRM software (e.g., Salesforce.com), to learn how to manage business contacts, improve quota attainment, automate sales, increase customer retention, and close more deals resulting in revenue. A hands-on problem-solving based approach is used to help students develop the skills required to determine the nature of problems, learn how to use software to analyze data, interpret relevant data, and devise appropriate strategies.

Units: 3.0