DEFINING A SALES DATA STRATEGY WHAT WINNERS DO DIFFERENTLY By Ron Buck Ron Buck is the founder of Performance Insights. In 2018 Performance Insights partnered with MIT, Gartner and Gallop to research the sales performance and habits of over 300 organizations in the US. This seminal study has been recognized by industry leaders as the ‘What Winners Do Differently’ research. This paper takes a closer look at the study results – combined with interviews conducted with sales leaders, operations and IT leaders – to find out what it takes to define a clear sales data strategy and why sales organizations should put more effort into getting it right.
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