Published: 08 February 2019
ID: G00410066
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
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
©2021 Gartner, Inc. and/or its affiliates.
All rights reserved.
Gartner is a registered trademark of Gartner, Inc. and its affiliates.
This publication may not be reproduced or distributed in any form without Gartner’s prior written permission.
It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact.
While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information.
Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such.
Your access and use of this publication are governed by Gartner’s Usage Policy.
Gartner prides itself on its reputation for independence and objectivity.
Its research is produced independently by its research organization without input or influence from any third party.
For further information, see Guiding Principles on Independence and Objectivity.