A productive sales force must concentrate on acquiring, growing, and retaining profitable relationships with its clients. This requires clear, detailed views of prospects, customers, and the market—and the ability to turn insight into action. The right sales force automation (SFA) system can help you determine priorities and action plans to achieve the best results with your customers—and boost your profit margins.
sales forecasting tools
of the strength of sales forecasts. For example, an opportunity in which a customer has no budget is of no value, and therefore would not appear in forecasting reports. Standardized processes also afford sales managers access to information they can use to guide their sales staffs without having to interview each salesperson individually. Sales managers could, for example, offer to lend assistance after determining when their salespeople should contact potential customers' decision makers. Of even