Fanalytics Podcast: Sales Force Analytics

In this podcast episode, I sit down with Jon Adler, Director of New Membership and Ticket Sales for the Atlanta Hawks. In the first half of the episode, Jon and I talk about the mechanics of selecting and managing a team of entry-level sales professionals. The conversation focuses of using incentives to both motivate employees and to teach effective sales tactics. We also talk a little about applying “Money Ball” techniques to sales force management. This is an important point because the same basic techniques that can be used to predict the performance of a point guard can be used to select a salesperson.

In the second half of the episode, I take a deeper dive into how different techniques and theories can help sales managers. Salesforce management has some real challenges related to forecasting performance and using dynamic incentive schemes to motivate performance. Recognizing some of the underlying complexity can be helpful because it provides a guide to decomposing managerial problems and identifying the best analytic approaches.

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