For sales managers, building science into the sales funnel of their company is not unlike compounding interest rates. Putting prospect information into a CRM solution and watching it is how you make fact-based decisions for your business. Say you want to grow from $3 million in sales to $20 million. How many salespeople do you need? How many more leads? How much more should you spend on marketing? How much bigger should your pipeline be?
A CRM solution, if used over time, puts the answers to these questions at your fingertips. You can build a waterfall model that gives you valuable reporting information, including any red flags. Spreadsheets and Rolodexes, no matter how robust, don’t track real-time changes in your company. The only way to get this kind of visibility is to put your business data into a system. Without it, it’s as if you have both hands tied behind your back.