Service provider sales teams generate a wealth of data as they search for prospects, close new deals, and engage with loyal customers. Using an interactive sales tool, we highlight ways that a service provider’s sales team can use sales data visualization in their strategic planning.
To demonstrate the power of sales data visualization tools, we built an illustrative dashboard with hypothetical data for the Small/Medium Business (SMB) and Enterprise market along the East Coast US.
This example of an SMB & Enterprise prospecting tool is designed to help a Communication Service Provider's (CSP's) sales teams quickly engage in the strategic planning process. It features:
Regional map with circles that pinpoint and show the size of prospects (“opportunities”). The sales team can filter by state, select competitors (“Existing Provider”) for insight, view where the CSP’s teams are in relation to opportunities, and hover over opportunities to see further details.
Summary of the opportunities including the expected average revenue, the CSP’s current market and product shares, and the average 3-year NPV across the opportunities selected.
Other metrics: revenue per location and number of full time employees (FTEs)
Business name search for a quick view on a specific opportunity
Fun fact: our business codenames were inspired by what3words, an innovative solution to postal systems in developing nations.
Create Sales Strategies Quicker with Data Visualization
Sales data can be extraordinarily valuable if effectively analyzed and understood, because it can help a sales team design key strategies: identify geospatial trends, target competitor blind spots, defend against the competition, prioritize targets, optimize price points, and understand regional context. The table highlights use cases and insights that can quickly be gained from sales data visualization.
Use our example SMB & Enterprise prospecting tool to rapidly identify high-value quick win opportunities for the CSP:
Target Competitor Blind Spots:
In the Opportunity Map, select the Existing Provider “Badger”
Looking at the map, Badger’s customers are mostly concentrated along the east coast. This is likely where Badger focuses most of its resources.
Still looking at Badger’s market, there are two very high value targets in Western New York shown by the large blue circles. Hover over to see more details for each of these opportunities. You can also select in the bars in the “Est. One-Year Revenue per Location”
One of those targets is on-net (0 miles) for our theoretical sales team, which means there will be limited cost to connect.
This insight can help redirect regional sales teams to focus on higher-value opportunities which may have been overlooked. Try using the dashboard to identify and filter other types of sales opportunities!
Data Visualization for all Stakeholders
With constant improvements in the availability of analytical tools, a service provider can put powerful data visualizations in the hands of employees at all levels of the sales division. These types of resources provide all stakeholders—reps, managers, and leadership—with a shared, comprehensive view of performance, which facilitates thoughtful, data-driven decision-making and strategy. In our example SMB & Enterprise prospecting tool, you can see how this can aid infrastructure build investment decisions, product customization plans, and recruitment drives.
Ultimately, the most important insights in sales planning are driven by the sales teams themselves. By simplifying the ever-expanding universe of sales data into an approachable visual, companies can empower their sales divisions to independently thrive.