MKT 566 - Sales Analytics

[3 credit(s)]

Prerequisite: MKT 501. Collecting, analyzing and interpreting data is an increasingly common and important skill for sales professionals. Sales analytics are vital to design and maintain an effective and efficient sales force. This course provides a comprehensive foundation for understanding how sales analytics can be used for evaluating performance, diagnosing problems, discovering insights from sales data, and predicting sales trends. Using quantitative data handling tools such as Microsoft Excel and Tableau for data visualization, students will learn to compute common and analyze Key Performance Indicators (KPIs), identify potential drivers of KPIs. Students will also use popular sales CRM software (e.g., Salesforce.com), to learn how to manage business contacts, improve quota attainment, automate sales, increase customer retention, and close more deals resulting in revenue. A hands-on problem-solving based approach is used to help students develop the skills required to determine the nature of problems, learn how to use software to analyze data, interpret relevant data, and devise appropriate strategies.

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