Gartner Research

Five Best Practices to Strengthen Your Sales Analytics Initiative

Published: 19 March 2014

ID: G00260767

Analyst(s): Praveen Sengar, Bhavish Sood

Summary

Analytics are the key that enables the VP of sales, sales operations and front-end sales organizations to move from a culture based only on gut feeling and perception-based decision making to one based on factual data supporting tactical and strategic decision making.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Best Practice 1: Understand the Sales Analytics Requirements of Field Sales, Inside Sales, Partners and Management
  • Best Practice 2: Focus on Sales Metrics That Make Your Sales Processes Both Efficient and Effective
  • Best Practice 3: Use Visibility, Usability, and Practicality of Sales Analytics as Core Design Principle to Achieve Success
  • Best Practice 4: Take a Platform Approach to Orchestrate Information Between Internal Customer-Facing Sales Processes, Tools and External Sources
  • Best Practice 5: Don't Ignore IT, and Garner Cross-Business and IT Department Support From the Start

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