Understanding Big-data and its ability to drive competition and innovation is important for organizational managers looking to differentiate from competitors. As noted in a McKinsey & Company report entitled, “Big-data: The next frontier for innovation, competition, and productivity,” corporate leaders have to get their arms around the implications of managing big-data and delivering solutions to their sales force in order to meet the demands of the marketplace and find additional revenue opportunities.

1. 3 Big-Data Sales Tips for
Your Mobile Workforce

2. Introduction
Understanding Big-data and its ability to drive competition and innovation is
important for organizational managers looking to differentiate from
competitors. As noted in a McKinsey & Company report entitled, “Big-data:
The next frontier for innovation, competition, and productivity,” corporate
leaders have to get their arms around the implications of managing big-data
and delivering solutions to their sales force in order to meet the demands of
the marketplace and find additional revenue opportunities.

3. Introduction
Big-data is derived from resources that are readily available via social medial
and multimedia outlets. Consider as an example how retail sector in this
country may benefit from big-data. Harnessing the power of big-data can help
reduce a retailer’s operating margin by over 60 percent, according to the
McKinsey report.

4. Introduction
Here are 3 sales tips to consider for incorporating big-data, especially in the
hands of your mobile sales force. These tips include: (1) incorporating high-
frequency nowcasting in order adjust to a sales situation; (2) using big-data to
for market segmentation and precision tailoring product offerings or services;
and, (3) using big-data to drive customer expectations and deliver next
generation products.

5. 1. High-Frequency Nowcasting
Most sales forces rely on forecasts provided by the company in order to predict customer behavior
and buying habits. The problem with forecasting however is its reliance on large pieces of
interdependent data that does not necessarily occur in the same time frame. As an example, an
economist looking at the state of the economy (as measured by GDP or inflation) may need to wait
to compile information concerning new housing starts, daily price change in the Dow Jones, weekly
unemployment figures, etc. Because some indicators are leading (immediate) while others lag, your
forecast may not provide you with the just in time analysis needed to adjust a sales approach or
strategy. The high frequency of big-data allows for nowcasting trends. The dearth of inputs
available through big-data makes this approach easier to accomplish. This means your sales force
has the information needed to act based on the here and now, as oppose to making decisions about
customers and market demand based on a retrospective view.

6. 2. Market Segmentation and Precision Tailoring Product
Offerings or Services
Consider the amount of content placed on social media platforms such as
Twitter, Facebook and Pinterest (as examples). Accessing this big-data as a
sales force allows micro-segmentation to take place for the positioning of the
products and services that are centric to the customer, based on the
preferences they voluntarily provide. Big-data gives you the inputs necessary
to match the desires of your target customer base with a more personalized
customer experience with products and services tailored to their needs.

7. 3. Driving Customer Expectations to Deliver Next
Generation Products
Big-data is already changing the way companies develop the next generation
of products for the marketplace. By employing data-driven strategies for
retail that emanate from the use of big-data, competition is swayed to those
companies that understand the pulse of their customer base and can deliver.
The experience of healthcare, manufacturing and retail should provide insight
as to how the management of big-data by an industry’s mobile sales force can
leading development as oppose to lagging behind the competition.

8. Credit
http://www.mobileinsight.com/3-big-data-sales-tips-for-your-mobile-workforce/
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