Can You Predict Quota Attainment with Sales-populated Analytics?

Experienced executives know that the difference between success and failure rests squarely on the quality of the people representing the company. Even if you have a superior product and strong sales processes, if your sales team is not engaged or lacks confidence (in themselves, in the product, or in the company), achieving your goals will be an uphill battle. It becomes even more complicated and challenging if you employ a multi-channel sales strategy to reach your revenue objectives.

Confident sales teams, on the other hand, are not only motivated to win, but will find new ways to make your company a success. Primary Intelligence’s Sales Confidence Index (SCI) provides your organization with crucial information about your sales channels’ level of confidence, providing you with best practices that you can use to improve performance, and identifying the root causes for why your team isn’t as confident or engaged as they should be.

Many companies have strong marketing research or PR programs in place to help gauge how they and their solutions are seen by prospective customers. However, many of these companies neglect to analyze the other side of the relationship: how they are seen by the people representing the business. By maintaining an external focus, these companies are ignoring an important truth:

If your sales team has doubts, your customers will as well.

In fact, there is a direct correlation between the confidence of your sales team and your sales performance. If your sales confidence drops, and nothing is done to correct the situation, within three to six months your organization’s win ratio will suffer as a result. On the other hand, a jump in your sales confidence will create measurable results in a matter of quarters. This makes sales confidence a powerful leading indicator of your company’s success.


To get an accurate measurement of your sales team’s confidence, you must examine four basic drivers: your team’s confidence in themselves, their confidence in the company, their confidence in the product, and their confidence in their ability to compete with the competition. Using a concise, confidential online interview, Primary Intelligence measures the key influencers of your sales team’s confidence in the areas of knowledge, passion, and performance.

The SCI tool then presents the findings to you through customizable, easy to understand metrics that let you track how the most important drivers of confidence are trending over time. The information that SCI provides will allow you and your sales executives to learn:

What sales initiatives are helping your sales force the most?

What resources does your sales team need to be more effective?

What does your sales force see as the largest obstacles preventing their success?

Which competitors pose the biggest threat?

How are your products perceived and presented by your channel partners?

What improvements in your products and services would your sales channels like to see?

Scores from Primary Intelligence's proprietary tools demonstrate in a very readable fashion where the sales team is headed, collectively and in individual units.

For more information, let's chat. (cdalley@primary-intel.com, 801-838-9600 x5050)