Crafting accurate sales projections is essential for sales leaders, but doing so isn't easy, writes Jim Burleigh. Sales forecasting solutions can help by, for example, giving sales managers the information they need to successfully guide their sales team. But the technology is no substitute for quality people. "Transforming from a top sales rep into a top sales manager takes more than sales forecasting technology, it takes the right employee and the right coaching," he writes.

Full Story:
CRM Buyer

Related Summaries