Business intelligence software tools are gaining in popularity. More than ever technology can help distributors easily parse through and make sense of the data they have in their systems. But there’s a danger when users have more access to data: paralysis of analysis.
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In the article Actionable Data for Distributors, Bob Gattis of WAXIE Sanitary Supply, San Diego, CA, says he avoids this by focusing on data from the most important accounts, depending on his goal. This includes the largest sales accounts and the most unprofitable pieces of business. “If I make changes on either of those, I’ll have the most dramatic effect on my business.”
He limits the data he pulls from his system to small lists focusing on the top 10 to avoid overwhelming his salespeople.
Another way to avoid not seeing the forest for the trees is training employees to understand the data they are using. Technology will often do the analysis for you – but actually using that analysis in business requires new skills and capabilities in your work force.
