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B2B sales teams have so much great sales data that they can use to their advantage. Your CRM is chock full of valuable metrics about buyers, how they progress through sales stages, and how your sales reps’ efforts work to drive deals forward.

So obviously, the best approach is to put that data to good use through sales analytics. Just run the data and have your sales analytics engine pop out all kinds of wonderful insights. Easy peasy. Right?

Well, there’s just one problem. It’s not constructive to run sales analytics on data that is inaccurate, out of date, or incomplete—and let’s face it: that describes most CRMs out there. (more…)