One of the most challenging aspects of managing a sales team is sales pipeline management. While the nearly universal adoption of sophisticated sales force automation tools has made it technically simple for managers to create detailed sales pipeline reports, the quality of these reports hasn’t necessarily improved. Why is that? The primary culprit is sales pipeline “bloat.”
Despite all the labor companies put into their CRM systems, too often sales projections are not particularly accurate. Sales forecasting is a key management skill and so it would seem that the investment in technology as well as in developing sales processes would help managers do a better job of forecasting.