Establish standards for data management

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For example, you might find that emphasizing certain features in your messaging or placing a sales call more quickly after a new lead entered your funnel led to increased wins.

To get the best results from using data to improve your sales techniques, review your data regularly and test new processes to find what performs best.

Establishing standards and processes for how your team manages data is also beneficial. This is called data governance and helps keep data accurate, improve organization, and promote privacy and security.

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6. Track your progress
Ensure you establish a plan for tracking your sales data and your improvements over time. This will help you determine what’s working and what isn’t and enable you to refine your data processes and sales strategy continually.

Reporting and analytics tools can help you measure data like lead conversions, sales metrics, team productivity, lead volume and channel, and more. Artificial intelligence (AI) and machine learning can also help you interpret the data you collect and determine the prospects that are most valuable to your business.

7. Continue optimizing your approach
Closely tracking your sales data enables you to spot potential opportunities to improve your strategy and try out new tactics. If you see a tactic is working particularly well, you can apply it to more aspects of your process. If a technique isn’t driving the expected results, you can test a new approach. Analyzing, testing, and improving your sales strategy enables you to continually improve your results.