While numbers provide valuable insights, they can sometimes only tell part of the story—or even lead us in the wrong direction. It’s essential to dive deeper by understanding the team’s motivations and examining gaps in the data. Challenging analytics with real-world insights ensures a more balanced approach and better alignment with our goals.

To manage contradictory data analytics with your direct sales staff, give a balanced picture of the data, emphasising both the merits and shortcomings of their methodology. Facilitate a collaborative discussion to identify inconsistencies and insights. Encourage the team to conduct controlled experiments to test various techniques and use data to inform choices. Use visual tools to simplify complicated analytics and promote mutual understanding. Emphasise the necessity of maintaining an agile mentality and reacting to changing market conditions. This balanced approach promotes informed decision-making and strategy alignment.

To navigate conflicting data analytics within a direct sales team, promote open discussions where team members can share their viewpoints and clarify data sources and methodologies. Establish a common set of key performance indicators (KPIs) to unify focus, and use data visualizations to make insights clearer. Encourage experimentation with A/B testing to validate assumptions and consider bringing in an external expert for an objective perspective if needed. Ultimately, shift the focus from debate to actionable insights, helping the team align on effective strategies for improvement.

Numbers tell a story - maybe not the whole story. Emotions tell a story - maybe not the whole story. 1. Sit down with your team to understand both stories. 2. Create a Venn Diagram (one circle is the data, the other circle is the approach). 3. Pay attention to what's in the middle where Data and Approach overlap. 4. The Overlap is your Strategy. This is where you already have buy-in from your sales team. Start there.

Best way I learnt to hit targets is: 1. To break it down to daily/weekly/monthly targets so that it easier to handle mentally 2. Perfect on how to handle rejection 3. Craft your closing skills 4. Remind yourself why you're doing what you're doing! (Your reason why has to be bigger than you)