Colin Kent discusses managing a data-driven sales organization with 3 key points: 1) Domo's Business Cloud Platform connects teams to data and people to improve business results in real-time. 2) Focusing on data helps align culture, measure impact, and set long-term vision. 3) Giving everyone access to up-to-date, interactive data from a single source improves forecasting, pipeline management, and performance across teams and individuals.

1. #AccelerateQTC
Colin Kent, Director of Corporate Sales
Domo
Managing a Data-Driven Sales Organization

2. Director, Corporate Sales
Colin Kent

3. Domo’s Business Cloud Platform can help you optimize your
business in real time by connecting you to the data and people
you need to improve business results.

4. Focus on the Data
• Aligning Culture
• Impact of Measurement
• Long-term Vision

5. 5
Deal Strategy
Daily Tasks Require Attention
Prospecting
CRM Hygiene
Dials
Follow Up Emails
Commissions
Forecasting
Next Steps

6. 6
The Difficulty of Managing Pipeline

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9. Before I Even Start My Car
What makes this possible?
• GPS
• Mobile connectivity
• Other drivers

10. The Difficulty of Forecasting
10

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15. 15
The Impact on Teams and Individuals
Real-time. Up-to-date.Interactive. Simple.

16. 16
Sales Rep View

17. 17
VP of Sales Ops View

18. 18
VP of Sales View

19. Running a Data-driven Sales Organization
• Give everyone access, from top to bottom.
• Accurate forecasting requires input from every department in the
company.
• Help reps understand how today’s activities impact future months to
drive smarter action now.