Gartner Research

Sales Opportunity Management Analytics Are Key to a Successful Strategy

Published: 16 May 2012

ID: G00234592

Analyst(s): Patrick Stakenas , Robert P. Desisto

Summary

Opportunity management analytics identify critical key performance indicators inside the overall selling strategy. Gartner's sales analytics framework helps organizations build a core set of capabilities that provide opportunities for them to take action and predict potential outcomes.

Table Of Contents
  • Key Challenges

Analysis

  • Senior Sales Leaders Are Looking for Answers
  • OMS Analytics May Be Difficult to Achieve From CRM/SFA Systems
  • The Framework for Sales OMS Analytics
  • Working With Other Business Leaders
  • Identify Key Sources of Data Inside and Outside of Sales Opportunity Management Through CRM/SFA Solutions
  • Ensure You Have Excellent Data Quality From the Beginning
  • Analytical Capabilities

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