Pipeline Generation And Forecasting

Hedin said that businesses should take a step back and see if they are utilizing their CRM programs to automate their pipeline. He stressed that sales teams should also see how accurate their numbers are, how to keep their numbers current, and whether they report on their pipeline and forecast.

"Are you using your CRM or your quoting tools to automate your pipeline?" Hedin asked. "That's a really big deal… does your pipeline get built by the effective use of your CRM program? It's really a very useful tool that allows you to see the level of opportunity is in a sales cycle."