CRM Falls Short On Sales Forecasting

Sales teams need clear visibility into their pipeline to help prioritize which deals to focus on in order to maximize revenue. This is where today’s CRM solutions fall short.

Sales executives face enormous pressure to drive revenue and improve the profitability of their company, particularly since their performance has a direct impact on the bottom line. Their ability to provide accurate sales forecasts and deliver results based on those projections is essential to the overall health of the organization. Predictability is of the utmost importance.

Given the importance of their role, one would assume there are enough tools and technologies available to assist sales executives in generating accurate sales forecasts. Unfortunately, there aren’t. Traditional customer relationship management (CRM) systems help companies keep track of their sales activities and customer contacts, and they provide some reporting to help sales executives manage their functions.

From the front lines of sales to the corner office, sales forecasting solutions are needed to positively impact every level of an organization. While technology clearly cannot do the job alone, it can go a long way toward helping sales teams meet their goals and objectives.

Ecommerce Times gathered facts and fantasies about sales forecasting solutions and how they impact each level of an enterprise sales organization.