- Sales intelligence
The term Sales intelligence (SI) refers to technologies, applications and practices for the collection, integration, analysis, and presentation of Sales information. The purpose of Sales intelligence is to support better business decision making by sales people. It dates back to 1996 when the first original product was developed by a company called Vecta.
SI describes a set of concepts and methods to improve Sales Performance and decision making by using fact-based Transaction information. SI is usually integrated or includes (CRM) Customer Relationship Management. Sales Intelligence systems are data-driven.
Sales Intelligence is similar to Business Intelligence (BI) but is specifically designed for the use of Sales People and Sales Managers.
Sales intelligence solutions are predominantly designed for companies in the manufacturing, distribution and wholesale sectors. These are highly competitive markets, where volumes are high, margins are low.
(SI) solutions provide unique insight into customer buying patterns. By automatically analysing and evaluating these patterns, Sales Intelligence pro-actively identifies and delivers up-sell, cross-sell and switch-sell opportunities.
Most good Sales Intelligence products will inform you if there's a potential customer drift issue, so you can address the situation before it becomes a problem.
Unlike
customer relationship management (CRM) and traditionalbusiness intelligence (BI) applications, Sales Intelligence analyses your existing sales data to pro-actively deliver actionable, relevant information.ee also
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Analytics
*Business intelligence tools
*Dashboards (management information systems)
*Location intelligence
*Operational Intelligence
*OODA Loop
*Predictive analytics
*Business Intelligence 2.0
*Process mining
*Integrated business planning
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