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There is an old adage that "if you don't know where you are going, any road will get you there!"

In business having the correct statistics or "Business Analytics" is vital to making the right decisions. Most people think that analytics or statistics are boring and just mean what is the turnover and the profit, but that is literally just the tip of a very large iceberg!

In sales, knowing the sales per region, or perhaps county or customer can tell you where your sales are coming from, which are profitable, and equally how reps compare with each other. You can then do comparisons, and you can bring them to a common denominator by various methods - for instance if you are comparing sales in countries or areas, use the population to measure sales per head of population - that will give a genuine comparison that will allow you to probe into why one rep in one area has such a higher sales per capita than a rep in another area. There may be genuine reasons but it could indicate lack of product knowledge or drive or even a local issue that you don't know about it.

Business Analytics are not confined to sales, they can be used in every area of the business. Data is vital in running any organisation and I have considerable experience of taking base data and producing meaningful reports that will allow better judgement when important decisions are needed.