In the messy real world of ambiguous evidence and contentious objectives, organizational decisions — especially those about the people you’re hiring, developing, managing, and trying to retain — usually hinge on relationships and trust. So if you work in people analytics, you must learn to traffic in that currency to make an impact. It’s not enough to be right. You also have to sell your model or idea. These tactics can help.

Now that companies have replaced rigid hierarchies with flatter, more fluid structures to promote agile ways of working, they have also made it harder for employees to chart a path for growth and advancement. This challenge is also a concern for employers, who must — for the sake of engagement and retention — show high performers how they can progress within the organization. Analytics can help highlight opportunities for getting ahead.

The disadvantages of asking people to rate themselves are obvious. For instance: You could fake your way to a higher score, or you might lack self-awareness. But self-report surveys have advantages, too. They make data collection efficient, and nobody but you has 24-7 access to your thoughts, feelings, and behavior. And here’s another benefit many people don’t consider: The act of answering the questions can promote greater self-awareness, which opens the door to self-development.

A good psychometric test can easily outperform a résumé scan and interview at predicting job performance and retention. Yet personality testing and other ways of analyzing potential present some significant challenges: For instance, not all assessments pass the sniff test, and people’s personalities vary from moment to moment, often depending on the challenge at hand. We need a finer-grained understanding of human potential.

Findings don’t have to be earth-shattering to be useful. In fact, obvious insights can help you overcome three barriers to change in your organization: resistance to new data (“But that’s not what my experience has shown”), resistance to change itself (“But that’s the way we’ve always done it”), and organizational uniqueness bias (“That will never work here”). You can also gain trust by confirming what people already believe.