A sales rep preparing for her week isn’t thinking: What’s in my sales dashboard? What is my progress towards my call plan? She’s thinking: What are the burning issues in my territory this week? How should I adjust my plan based on the latest events and information that I have? Then she manually navigates her way through dashboards and reports to find these answers.
This slow, manual process isn’t unique to reps. It also applies to HQ functions, and it will only get more difficult over time as new data become available. Accessing the right information at the right time and in the right way is critical to more effective decisions and efficient execution. User-centered design, technology and artificial intelligence can transform this experience with personalized analytics.