Gartner Research

Strengthen Your Sales Analytics Initiative With These Six Best Practices

Published: 25 February 2015

ID: G00274949

Analyst(s): Theodore Travis , Bhavish Sood , Jim Hare

Summary

Sales analytics solutions move sales organizations from a culture of perception-based decision making to one based on data supporting tactical and strategic decision making. IT leaders supporting sales must set a road map that balances business needs with technology options.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Best Practice No. 1: Provide Business Leaders With Tools That Support Leading and Lagging Sales Indicators
  • Best Practice No. 2: Understand the Business Drivers That Support the Analytics Requirements of Field Sales, Inside Sales, Partners and Management
  • Best Practice No. 3: Focus on Sales Metrics That Make Your Sales Processes Both Efficient and Effective
  • Best Practice No. 4: Deliver Descriptive and Diagnostic Analytics Before Delivering Predictive or Prescriptive Solutions
  • Best Practice No. 5: Use Visibility, Usability and Practicality of Sales Analytics as Core Design Principles to Achieve Success
  • Best Practice No. 6: Take a Platform Approach to Provide Sales Enablement Systems That Merge External Data Sources With Internal Sales Data and Processes

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