From the course: Sales: Data-Driven Sales Management
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When data is worthless
From the course: Sales: Data-Driven Sales Management
When data is worthless
- Effective, data driven sales organizations will treat all reports and the collection of all data as a living, breathing organism. It should change, it should develop, and things that you no longer need, you should just get rid of them, because they're simply getting in the way. Remember quality data is more important than the quantity of data. I remember a story about a company I was working with a while ago. The IT department had just released a set of new tools that could generate 150 different reports. The CFO immediately declared them as all useless, or as he called them, vanity analytics. They look lovely, they were apparently saying something important, but it was very hard to figure out what you could learn from them. I often see something similar in people in various roles spending time, energy, and money worried about the wrong things. They're more concerned with the things that they have very little influence over instead of focusing their time and energy on the areas…
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