With the emergence of data integration tools like RJMetrics Pipeline, it’s easier than ever to get your hands on consolidated data from third-party tools. Access to this data provides tons of opportunities to understand exactly how customers interact with your product and your teams.

With all the new data at your fingertips, it can be daunting to pick a place to begin. We recommend starting with sales data because it can tell you a lot about the overall health of the company. That being said, your sales organization is probably comfortable with the reporting they can access on their own, in the tool they know and love: Salesforce.

So as you start diving into the data and providing recommendations, work to gain the trust of the sales organization. It can be tricky, but by following a few guidelines, you can build up the credibility of your sales data analyses.