Published: 08 February 2019
Analyst(s): Sales Research Team
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.
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
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
Improving the Efficacy of Your Sales Analytics Organizational Structure
Consulting (“Shared-Service”) Model
Center of Excellence Model
Improving the Capabilities of Data Analytics Tools
General Factors to Consider
Compatibility with Existing Systems and Processes
Technical Functionalities to Consider
Live Data Connection
Recommended by the Authors
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