The ubiquity of spreadsheets has created a real problem with sales information. Given the old nostrum that managers don’t measure what’s important they measure what’s measurable, technology now allows easy measure of everything – we are drowning in data.
Sometimes you come across an article that is so sensible that you just want to share it with others. So without any apology we hand over the rest of this article space to this link. (and the links off this page are also worth checking out as well)
Final thought: Don’t focus on the data, focus on the insight you extract.