Your organisation has a sales pipeline, of course – but how does it monitor it? How is forecasting managed? And how is selling activity monitored? Perhaps monitoring and forecasting is managed through a series of memos and spreadsheets cascading from the sales force? Perhaps hours of a colleague’s time are spent extracting information into a customised spreadsheet – data supplemented with the occasional guess or invention?
You want to enhance the quality of relationships with your organisation’s customers and prospects, you want to improve the performance and efficiency of the sales staff, and you want more timely information and more reliable forecasts. So sales management is a key function you want for your organisation’s CRM system.