Big Data
Describes the challenges and negative impacts associated with excessive information
Information burden - or - Information overload
Undertaking an activity because it satisfies internal needs.
Intrinsic Motivation
Technologies that enhance social interactions, allowing salespeople to generate social content and develop social networks
Social Media Technology
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
Data that is non-numerical
Qualitative data
Prompts actions based on earning external rewards.
Extrinsic Motivation
Empowerment, Elimination of time-consuming tasks, and Gaining a competitive advantage
3 broad benefits of using sales technology for salespeople
Refers to the overall feeling of pleasure in one’s work
Job Satisfaction
Descriptive, Diagnostic, Predictive, and Prescriptive
Types of Sales Analytics
Modern era of smart operations
Industry 4.0
Occurs when one individual’s emotions spread to others in a group.
Emotional Contagion
Artificial intelligence application that allows the creation of new and original content that imitates human-like creativity
Generative AI
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
Velocity, Volume, Variety, Veracity, Value, Variability
6 V’s of Big Data
Activation, Persistence, and Intensity
Three Elements of Motivation
Programs that record, transcribe, and analyze sales calls to prompt actions
Call Tracking and Call Analytics Program
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
The accuracy, reliability, and cleanliness of a big data set.
Veracity
External, Introjected, Identified, and Intrinsic
Self-Concordance Motivational Drivers
Adverse psychological and physiological reactions that salespeople experience when they interact with technology in the workplace
Technostress
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