During a recent interview on The Healthcare Insider, our guest talked about how his company’s software could literally prevent heart attacks with data. At first blush, this might seem like something you’d hear from some slick-talking huckster. It’s anything but.
Think about having a data base that included daily tracking of things like weight, blood pressure, exercise, diet and family history. Nothing more elaborate than that. (In fact think about just how un-elaborate it is!) Now let’s picture having that data for a few thousand people. Using the equally un-elaborate “=correl” function in Excel, one could very quickly correlate that data to the frequency of actual heart attacks. Armed with that insight, heading off heart attacks becomes vastly easier.
So what does this mean to a sales pro?
Well, heart attacks are no fun, so there’s that… There’s also an equally un-elaborate way to apply predictive analytics to your sales process.
Think about having a data base that tracks, for each sales pro, the number of opportunities, $ value of each, how many move from each stage of your sales process to the next and how long that takes. The very simplest, free, CRM systems can do that much. Then go back to “=correl” in Excel to see what sort of funnel yields the most sales.
So simple, simple, simple.
Oddly though, there is tremendous resistance in the medical community to relying on predictive analytics. It’s just not the way physicians have always operated their practices. But it’s really, really dumb of them to resist, isn’t it? Once the heart attack prevention system is up and running, all kinds of heart attacks get prevented with virtually no additional effort required on the part of the doctor.
Do I really need to finish off the analogy for sales pros and CRMs?