Measures & Evaluation
The percentage of leads that are converted into paying customers
Conversion Rate
Undertaking an activity because it satisfies internal needs.
Intrinsic Motivation
Training delivery methods.
Learning Modes
An essential aspect of human psychology
Motivation
A company’s function that combines math, statistics, specialized programming, advanced analytics, AI, and machine learning with specific subject matter expertise to uncover actionable insights
Data Science
Describes the challenges and negative impacts associated with excessive information
Information burden - or - Information overload
Technologies that enhance social interactions, allowing salespeople to generate social content and develop social networks
Social Media Technology
Financial, Sales volume, and Activity
Different types of sales quotas
Prompts actions based on earning external rewards.
Extrinsic Motivation
Ongoing program of purposeful and relevant coaching, training, and development.
Learning Focus
Refers to the overall feeling of pleasure in one’s work
Job Satisfaction
Descriptive, Diagnostic, Predictive, and Prescriptive
Types of Sales Analytics
Data that is non-numerical
Qualitative data
Empowerment, Elimination of time-consuming tasks, and Gaining a competitive advantage
3 broad benefits of using sales technology for salespeople
What does PIP stand for?
Performance Improvement Plan
Occurs when one individual’s emotions spread to others in a group.
Emotional Contagion
What are Lack of buy-in and respect, Lack of quality, and Lack of resources?
3 common obstacles to building a successful learning focus
Motivation = Expectancy x Instrumentality x Valence
Expectancy Theory
A measure of how quickly sales leads and prospects move from development to a sale (or no sale)
Pipeline velocity
Modern era of smart operations
Industry 4.0
Artificial intelligence application that allows the creation of new and original content that imitates human-like creativity
Generative AI
“How the social perceiver uses information to arrive at causal explanations for events. It examines what information is gathered and how it is combined to form a causal judgment.”
Theory of Attribution
Activation, Persistence, and Intensity
Three Elements of Motivation
What are Product knowledge, Customer knowledge, Technology, Selling skills?
Learning focus content topics
States humans are motivated to pursue goals at different levels.
Maslow’s Hierarchy of Needs
This type of analytics seeks to answer the question, “What should we do?”
Prescriptive Analytics
Velocity, Volume, Variety, Veracity, Value, Variability
6 V’s of Big Data
Programs that record, transcribe, and analyze sales calls to prompt actions
Call Tracking and Call Analytics Program
360-degree feedback, Sales metrics and KPIs, Behavioral assessments, Incentive and compensation reviews, BARS (behaviorally anchored rating scale)
Evaluation approaches for sales evaluations
External, Introjected, Identified, and Intrinsic
Self-Concordance Motivational Drivers
Based on activities that simulate real, hands-on training to allow practice in a live setting.
Experiential learning
Herzberg developed an early model of workplace motivation and satisfaction
Two-Factor Theory
Information deeply rooted in personal experiences and insights that are difficult to articulate and codify
Tacit knowledge
The accuracy, reliability, and cleanliness of a big data set.
Veracity
Adverse psychological and physiological reactions that salespeople experience when they interact with technology in the workplace
Technostress