Not so long ago, individual sales people’s style and “feel” for the prospect provided the intelligence on the progress of a sale. 
Then, the sale either closed or it didn’t.
With advances in technology, quantifiable sales data has become central to many organizations and now heavily influences sales processes.
Today’s sales managers are data-savvy, and they realize that there is more to data analysis than watching revenue go up or down month after month.
It is critical to their role that they influence the metrics before the metrics influence them.
And that means using data to drive sales reps’ performance.
