I’m always amazed at how much time corporate B2B sales people are forced to spend on their sales pipeline analysis.
Quite often, sales reps are required to provide weekly sales forecast updates to their managers even though very little has transpired since their last update.
These “fire” drills for the most part are a waste of time – time that could be better spent working with their respective managers on account strategy and creative brainstorming on coming up with new products and/or services to sell to their clients.
According to CSO Insights these fire drills are a real time waster.
There are now a myriad of software tools available – other than the company CRM that allow sales organizations to forecast more accurately by utilizing predictive analytics.