When Analytics Should Drive Sales Decisions -- and When They Shouldn't.

The article discusses the use of data-driven insights in sales decision-making and provides guidance on when to rely on analytics and when to exercise judgment. It emphasizes the importance of considering the stakes of the decision and the reliability of the data-driven insight. The article suggests strategies for evaluating the reliability of data-based insights, such as using external benchmarks, assessing the explanation provided by the model, and considering the quality and timeliness of the data. It also highlights the role of expertise and judgment in effectively using data-driven approaches. [Extracted from the article]