Taking a data-driven approach to selling has several advantages for distributors. Yet many distributors fail to give the effort required to fully integrate data and analytics into existing sales workflows. As a result, adoption suffers and companies struggle to get the initiative off the ground.
Three common mistakes tend to get in the way of distributors’ progress with analytics in sales:
- Viewing “data” as “insights.”
- Providing insights in an inefficient design.
- Neglecting how analytics fits into existing workflows.
Before you ask your sales team to pursue a data-driven strategy, be sure you’ve covered your bases and set them up for success. Learn more about these mistakes – and how to avoid them – in Brent Johnstone’s article for the National Association of Wholesaler-Distributors.
Need guidance on your path to becoming a data-driven organization? Get in touch.