The biggest barrier to predictive analytics isn’t technology—it’s people. Deloitte’s Human Capital in Automotive Report found that resistance to data-driven decision-making is now the number one reason predictive projects stall.

Dealers often have the data but lack the cultural readiness to act on it. Habits, hierarchies, and comfort with the “old way” slow progress.

Simon West-Oliver, CCO at Ebbon Intelligence, calls this out directly:

“Culture kills transformation faster than bad tech ever will. If your team doesn’t believe the data, they won’t use it.”

Building a data-driven culture starts with transparency. Give sales teams visibility into the results, show where predictions worked, and celebrate the wins. Confidence follows evidence.

Predictive analytics doesn’t replace human instinct—it enhances it. The smartest retailers are those where experience and evidence work hand-in-hand.