ActVantage for NAW: Data-Driven Selling: 3 Common Mistakes (and How to Stay on Track)

Taking a data-driven approach to selling has several advantages for distributors. Yet many distributors fail to give the effort required to fully integrate data and analytics into existing sales workflows. As a result, adoption suffers and companies struggle to get the initiative off the ground.

Three common mistakes tend to get in the way of distributors’ progress with analytics in sales:

  1. Viewing “data” as “insights.”
  2. Providing insights in an inefficient design.
  3. Neglecting how analytics fits into existing workflows.

Before you ask your sales team to pursue a data-driven strategy, be sure you’ve covered your bases and set them up for success. Learn more about these mistakes – and how to avoid them – in Brent Johnstone’s article for the National Association of Wholesaler-Distributors.

Stay on track and find success with analytics – avoid these three mistakes.

Need guidance on your path to becoming a data-driven organization? Get in touch.



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