Which of the following is the most significant impediment in your sales organization and is motivating management to consider further investment in sales analytics?
You answered: Lack of motivation to improve sales process
Ventana Research insight: Maximizing the value from sales analytics and continuing to improve sales processes are essential to remaining competitive and efficient. This is not always easy; many factors can impede your efforts and impact your investment in sales analytics. You have indicated that a lack of motivation to improve sales processes is the most significant impediment and is motivating management to consider further investments in sales analytics. In our research one-fifth (21%) of participants cited the same impediment. You should determine why there is a lack of motivation since sales analytics can provide visibility into performance and indicate where to improve. Understanding where investments should be made in using sales analytics is an essential step to improving your sales processes and outcomes; this is a best practice.

Sales Analytics Self-Assessment