Fuse Blog

Balancing Act: Bridging Sales Wisdom with Analytical Insight

“If they want you to cook the dinner, at least they ought to let you shop for some of the groceries.” – Bill Parcells (and many field sales professionals)
“The idea that I [should] trust my eyes more than the stats, I don’t buy that because I’ve seen magicians pull rabbits out of hats, and I know that the rabbit’s not in there.” – Billy Beane (and data teams and progressive leaders)

  • Discussions continue about a holistic distribution world that breaks down silos, integrating sales, marketing, and data analytics toward a common goal, espousing collaboration over credit-seeking.
  • Yet, firms report field wholesalers spend little time on territory optimization, and firms often hesitate to fully leverage analytics due to concerns about reactions from field sales or a bias toward field expertise.
  • While combining data analysis with experienced sales input is universally supported, implementation often favors the latter. Despite substantial investments in data gathering, leadership and data teams that believe in the analysis and its proof points need to fully embrace adoption.

External Wholesaler Average Time Allocation

Blog 4.30.24

Source: FUSE Sale Management BenchMark Survey, 2023