About the benchmark
There isn't an aspect of business today in which people don't claim they use analytics to generate information, typically in the form of metrics and key indicators. But there is much confusion about their usefulness and value to the business and sales and about how best to select and implement historical, root-cause, real-time and predictive analytics. The uncertainty this causes poses a challenge for organizations.
Sales management and managers need advice on how to select analytics technology, the measures most useful for them, and best practices and common mistakes in choosing sales and operational measures, metrics and key indicators. They also need more reliable information than is currently available about integrating historical and predictive analytics into sales systems and processes so they can make better use of existing investments and plan new ones that provide deeper insight. This sales benchmark research is designed to generate that advice and guidance you can use for your sales needs. It also will determine the maturity distribution of organizations in their use of sales analytics.