At my job, we have salespeople. We also have business intelligence (BI) tools. Given that many BI tools start their career serving sales activities (followed by other domains such as marketing, finance, production, human resources and everything between), it should seem obvious that most BI tools are perfectly adapted to the needs of the sales department. And they would be, if the BI vendors could just realize that salespeople are no different from others.

Most sales reps have an income that is determined by how much they sell and whether they are reaching their targets or not. These targets are often set on an annual basis. Many managers also have an income that is determined by whether they reach their targets or not.

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