The Impact of Competitive Intelligence in Sales

If you knew that making a 10% increase in a particular area of your sales performance would have a very high likelihood of increasing sales by a predictable amount, what would that data be worth?

Today’s analytics make this question a reality. Predictive Analytics are an area of Competitive Intelligence that is increasing the productivity of sales organizations. For instance, take the example below. Information was gathered from recent sales wins and losses. Primary Intelligence’s proprietary analytics were used to determine an impact score. The impact score indicates the expected increase in win rate based on a 10% increase in performance.



The greatest advantage the impact scores provide is the ability to prioritize performance enhancement programs. And, the fact that the scores are cumulative means that the increase in win rate, market share and revenues can be very large; often with relatively small efforts.

Analytics should be an essential part of everyone’s CI program. At least, I think so. If you have thoughts, leave me a comment, send and email or call (cdalley@primary-intel.com, 801-838-9600 x5050)