Gartner Five Best Practices

As sales transforms to customer engagement-based selling, sales teams are challenged to not only help customers address their problems, but also challenge their current wisdom, driving innovation and differentiation in the market.

Analytics are the key that enables the VP of sales, sales operations and front-end sales organizations to move from a culture based on gut feeling and perception-based decision making to one based on factual data that supports tactical and strategic decision making.

In this Gartner report, analysts Praveen Sengar and Bhavish Sood review the following best practices:

Best Practice 1: Understand the Sales Analytics Requirements of Field Sales, Inside Sales, Partners and Management

Best Practice 2: Focus on Sales Metrics That Make Your Sales Processes Both Efficient and Effective

Best Practice 3: Use Visibility, Usability, and Practicality of Sales Analytics as Core Design Principle to Achieve Success

Best Practice 4: Take a Platform Approach to Orchestrate Information Between Internal Customer-Facing Sales Processes, Tools and External Sources

Best Practice 5: Don't Ignore IT, and Garner Cross-Business and IT Department Support From the Start