We’ve discussed here on HR Times the rise of workforce analytics as a tool to give HR leaders insights that can help them support broad organizational goals. In fact, workforce analytics is one of the eight human capital trends discussed in the report Leap Ahead. Another is HR’s growing role in supporting sales force effectiveness, which has HR implications ranging from talent strategies and organization design to learning and development, compensation, governance and change management. Now, we’re seeing these two trends converging—specifically, how a specialized type of analytics that looks at the formal and informal networks within organizations can help lead to more effective sales forces as well as increased organizational effectiveness overall.
|Edward Basanese is a principal in Deloitte Consulting LLP’s Customer Transformation practice. He has over 15 years of management consulting experience helping companies improve the effectiveness of sales and customer-related functions.|
|Rob Dicks is a principal in Deloitte Consulting LLP’s Sales Effectiveness practice. He focuses in the financial services industry, working with firms to achieve their business goals through the use of innovative human capital and sales force effectiveness programs.|