Gartner: Sales Analytics Has Less Influence on Sales Performance Than What Leadership Expected

Data Privacy, Poor Data Quality and Limited Cross-Functional Collaboration Cited as Top Barriers to Analytics Success

Eighty-four percent of sales leaders agreed that sales analytics has had less influence on sales performance than what leadership expected, according to a survey by Gartner.

Gartner surveyed 303 sales leaders in July 2023 to understand the current state of sales analytics and the metrics used to drive insight generation and behavior change within sales functions.

“With analytics comes the expectation of transformative decision making, but the reality is that many organizations struggle to produce actionable insights regarding their most important decisions,” said Kelly Fischbein, Senior Principal, Research in the Gartner Sales Practice.

read more here … https://www.outlookseries.com/A0768/Infrastructure/3495_Gartner_Sales_Analytics_Performance.htm

Quantexa's Dan Onions weighs in with his thoughts.

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