All Star Sales T eams We are surrounded by information. If there is not a binder within reach, a screen to be pulled up, or a database to reference many people feel somehow incomplete. We love data. Successful managers attribute where they are in an organization with their ability to acquire and analyze information. It is how we grow up in business. It is a fundamental. A manager's brain is always deciphering--determining credibility, as- sessing timing and applicability, and distilling the complex into the work- able. If there is a new idea, a new proposal, let's see the numbers. But, accidentally or otherwise, numbers can lie. Statistics can lie. We have all experienced the effects of conclusions drawn and actions taken based on poorly formed samples or projections made from initially flawed pre- mises. The ultimate in quantitative frustration is not being able to trust the base data itself. How do we know if the information is complete? Or accurately replicated? And knowing the vulnerability of information integrity, how do we react once the numbers are shown? I worked with an organization whose culture was data happy. If you couldn't fashion a complex "what if" formula on Excel or develop a com-