Guest post by Michael Meisenheimer, SPM Industry Solutions, IBM Business Analytics
Follow Michael on Twitter @mikemeisenheime
More than ever, success and failure lies in the quality of the data that finance funnels to the company’s salespeople. Today’s customers are equipped with more information than ever – by some estimates, customers have already finished 70% of the buying cycle before they ever talk to a salesperson. Salespeople with poor data could be focusing their efforts on closing deals that undercut the bottom line.
In a recent survey conducted by IBM Business Analytics, in collaboration with CFO Research, respondents who say that their companies collect high-quality data were four times as likely to agree that the finance function are ‘very effective at ensuring that relevant sales information is accessible to the people who need use it’ than respondents who report that the data their companies collect is of lower quality.
However, data is just noise without the tools to use it effectively. 54% if finance executives believe their companies only make adequate use of technology and another 38% say outright that they are doing a bad job at it.
Attend our webcast with CFO Research on June 20th at 2pm ET and discover how finance views their role in building an effective sales strategy. Also, how sales performance management software has improved the sales/finance partnership. For more information visit http://www.cfo.com/webcasts/index.cfm/l_eventdetail/14682963?pcode=VarB1