Sales teams that consistently increase annual revenues to exceed quotas and expand market share spend more time on client-facing communications and selling activities rather than organizing and searching for data or manually calculating forecasting figures for potential deals. This summer, Peter Ostrow of Aberdeen released a new report entitled “Chance Favors the Prepared Mind – [...]
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Sales Pipeline: You Can’t Manage What You Don’t Measure
That old management adage rings especially true when it comes to managing sales pipeline. We see it all the time but it still amazes me how some companies don’t have a unified process for tracking, measuring, and forecasting business opportunity. First off, I’m talking about companies with sales people governed by at least one level [...]
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