Gartner Research

Key Considerations for Improving Your Sales Analytics Capability

Published: 08 February 2019

ID: G00410066

Analyst(s): Sales Research Team

Summary

Sales leaders can use this research report to understand which aspects of sales analytics they need to focus their efforts on to improve their capability and the value they derive from it.

Table Of Contents

Improving Data Quality

Improving the Quality of Existing Data

Deploying Data Quality Tools

Setting Organizational Data Standards

Drive Seller Adherence to Data Quality Standards

Establishing and Maintaining a Data Governance Framework

IT-Owned Data Management Tools

Shared Services Team

Cross-Functional Steering Committee

Data Center of Excellence

Sales Administrators

Amassing Comprehensive Sales Data

Gathering Siloed Data Across Functions

Table 1: Non-Sales Data and Its Value for Sales

Improving Sales Analytics Talent

Hiring Analytics Talent

Quantitative Skills

Technical Skills

Training Talent

Improving the Efficacy of Your Sales Analytics Organizational Structure

Centralized Model

Consulting (“Shared-Service”) Model

Center of Excellence Model

Decentralized Model

Improving the Capabilities of Data Analytics Tools

General Factors to Consider

Compatibility with Existing Systems and Processes

Scalability

Usability

Flexibility

Technical Functionalities to Consider

Data Integration

Data Enrichment

Live Data Connection

Interactive Visualization

Conclusion

Recommended by the Authors

About This Research

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