Forecasting and pipeline management don’t get nearly the attention they deserve and that doesn’t make sense. Of all the parts of CRM, the forecast is one of the few things many companies still leave to manual systems, i.e. spreadsheets. Even sales compensation has a higher place in heaven as companies like Xactly have blazed a trail away from spreadsheets to a system with a database and analytics, with excellent results. You’d think that sales people would be willing to invest as much in the forecast as they do in counting their commissions.

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