Sales organisations lack standard definitions
Dec 28, 2020 Only 25% of organisations have a standard organization wide definition for sales metrics, according to Gartner. This lack of metric definition standardization is a key roadblock to sales analytics’ ability to drive commercial success. In fact, The Gartner State of Sales Analytics reveals only 55% of sales teams standardize metrics across all business units, regions and teams within the sales function itself. “Without unified sales metrics definitions, sales analytics teams will struggle to help end users understand the analysis they are producing,” says Steve Rietberg, sen...