A company may have the best people or the best processes or the best technology but without all three working together, the likelihood of success is minimal. I recently met with a regional commercial bank who was struggling to empower their sales executives and field sales relationship managers with meaningful reporting. Their current process was highly manual and they relied on producing and distributing weekly Excel and PowerPoint reports as the primary analytics for decision making. As expected, those recipients were frustrated with not having timely information and they weren’t empowered to customize their reports and ask the next question. Instead of seeking a different approach, the bank’s IT contacts were asking if Qlik could simply replicate their existing process and make it easier and faster to product their Excel reports. In other words, the technology would be improved but the process was still archaic and their people didn’t get it. After some consultative discussions, we got them to embrace a more modern approach of both guided sales analytics apps as well as exposing sales reps to self-service visualizations. As the saying goes, it’s difficult to teach an old dog new tricks so it’s important to recognize these people and process challenges in any sales analytics technology deployment.
So how can you avoid the pitfalls of others and get started down the right path? Qlik recently co-produced a 30 minute Gartner on-demand webinar where featured Gartner analyst Bhavish Sood and I share perspectives on market trends and best practices. Be sure to check out the webinar and your comments are welcomed.