article | June 4, 2014
What Should Your Sales Data Strategy Look Like?
When it comes to data, a Sales Ops leader typically asks 3 questions:
When all 3 are answered, you can build out a succinct data strategy. A data strategy will inform future sales reporting and enablement initiatives. It will help make decisions on systems to store data. And it will direct governance and ownership of the data. It will help you think through the Critical Success Factors of a data strategy.
Focus on 3 components to effectively gather data.
With clean, useful data, the sales team has evidence to validate current state.
Drawing Critical Insights:
Focus on 3 components to drawing critical insights.
This has proven difficult in many sales organizations. Many Sales Ops leaders have stated that this is a major area of opportunity.
Focus on 3 components to present the data:
In order to support a sales team, first you must know the sales team. You must know where they are strong and where there are gaps. Sales Ops has to decide what capabilities to prioritize and how to measure them. A data strategy is a building block of a Sales Ops Charter. Building one is essential to drive the rest of the Sales Ops strategy.