From professional sports to retail marketing research, our society is one increasingly driven by data. Numbers and analytics through data mining and mass market research can project when someone is likely to buy a car or seek various types of insurance. From a sales team management perspective, analyzing data sends up red flags of potential issues with a rep’s performance. All of this, in general, has helped to make sales teams more efficient. What it hasn’t done, as the widespread evidence of fewer sales reps attaining quota demonstrates, is made them more effective (And yes, we ruefully acknowledge the inherent irony in that statement).