Effective analytics enables businesses to understand the data they’re collecting in greater volumes and more forms than ever before. The situation has special importance for sales organizations. Applied to data created and needed by sales organizations, analytics can help achieve quotas and forecast more consistently, understand the impact of incentives and maximize the potential of territories, all of which support the effort to optimize sales performance.
This research was designed to investigate sales analytics systems, practices, needs and potential benefits. It assess the performance of organizations by size and industry through application of the Ventana Research Performance Index Model®. Applying the buyer-oriented Ventana Research Value Index as well, the research provides insights into buyer requirements and how well the market currently satisfies them.