With an ever-growing sales technology landscape, making sense of available sales data can be challenging for sales organizations without a well-thought-out data strategy for sales. As highlighted in our 2018 Sales Operations Optimization Study, on average, organizations use 10 different sales technologies, with four more planned within the next 12 months. With each system housing its own data, process and system integration as well as data flow considerations need to be taken into account if organizations want to use data more strategically as an asset.
Only 30% of participants in our recent 2019 World-Class Sales Practices Study said they have a clear strategy for leveraging data as an asset for their organizations. However, for those we identified as World-Class in the study (organizations that excelled at all of the Top 12 World-Class Sales Practices), this was a much more common practice (88%). To read more about the Top 12 practices, click
