At IPC we talk a lot about how important it is for an organization to have a single source of truth. This means all of a company’s source systems (HR, CRM, ERP, etc.) flow into one enterprise intelligence platform and all analytics are pulled directly from this platform. This way, whether it’s a sales manager putting together a monthly report or finance closing out the books, every piece of data being used to make decisions is derived from the same place.
Why is this important? Because the further your decision making point is from the source system, the more likely it is to be based on bad information. Every spreadsheet and pivot table created outside of a central enterprise intelligence platform introduces the potential for human error to infect the data, and thus the decisions based on that data. If this is happening in your sales organization, this can have dramatic consequences for your company’s performance.
How can you tell if Excel Anarchy is happening in your sales organization? Let’s look at three telltale signs: