article thumbnail

How is Big Data Transforming Your 80/20 Analytics?

Harvard Business Review

Indeed, even organizations where top management keeps their eyes glued to KPI-driven dashboards have trouble agreeing on what their Top Ten Most Important Customer/Client 80/20 analytics should be. At one travel services giant, 100X more data in less than two years utterly transformed the enterprise conversation around “loyalty.”

article thumbnail

4 Ways to Build a Productive Sales Culture

Harvard Business Review

If we use an automobile analogy, sales efficiency (SE) initiatives — like CRM, training, and KPI dashboards — improve the engine’s horsepower. As the saying goes, “If you don’t know where you’re going, any road will take you there.”