In the book Moneyball: The Art of Winning an Unfair Game, Michael M. Lewis describes the early days of statistical analysis in baseball. Before metrics and analytics took hold as a way of building teams and winning games players were recruited with the help of scouts who watched players and determined how good of an athlete they were and how well they would play. Moneyball centers around Billy Beane, GM for the Oakland A’s realization that the walk was an undervalued statistic. Some players were better at drawing walks than others and since this was not the type of thing that scouts valued, you could pick up these players for a song. If these players didn’t look the part of the traditional baseball star, you could get them even more cheaply. Baseball attracts statisticians because of the wealth of data that is recorded.

As companies increasingly use software to manage their leads and sales teams, a lot of data is being accumulated in the business world that would not have been collected in the past. Correspondingly, analytics are being used to provide insights that may not have been visible before. When Lead Management Software providers look into the data they have collected from all the leads their product has managed they are able to discover undervalued business practices. What is the best time of day to call? How likely are you to contact a lead by calling on the weekends? All kinds of new questions can be asked and intelligently answered based on historical data. Analytics in baseball changed the game. It changed the way players are scouted, teams are built, and games are won. Now more than ever, there is a wave of data and incredibly powerful analytical tools that can be put to use by any company looking to maintain a winning team.

Tags: Lead Management