What: A paper on the improvement of sales analytics for a better decision making process.

Why it is important:  There is a significant gap between the need for data-based insight and the current methodology of information gathering. 53% of the organizations surveyed by Gartner attribute their poor sales data quality to inaccurate process leading to incomplete data.

Sales operations leaders are facing increasingly growing challenges:

• The decision-making process duration must be shortened, and it is expected that tech & analytics contributes to a better, shorter decision making time,
• Digital channels are increasing the number of options to retrieve information about the market, and make it harder to gather an helicopter view,
• AI is expected to help, but how?

Gartner mentions that AI will allow in the future to replace dashboards by ‘augmented analytics’, i.e. processes where the AI will perform many of the error-prone, inefficient tasks that stand between raw data and access to sales insights. Coupled to Continuous Intelligence, it allows to feed users with the right information when they need it.

While data science and usage of AI will grow among industries and organisations, dashboards and “one size fits all” analytics will disappear, to the benefit of tailor-made, customised analytics according to the needs.

strategic roadmap for sales analytics