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Sales forecasting is the single biggest function W-Systems sees customers wanting to perform with a CRM system. So why is it that accurate sales forecasts are so difficult to create?
Setting the sales stage and probability amount of an opportunity is set at a standard valuation in most CRM systems. The problem with this is that an opportunity doesn't always go through a linear process from qualification to proposal to contract negotiation to closed. Companies have different products and services that may vary in sales processes or a sales rep may work through a small deal differently than a large deal. To solve this problem and enable customers to get a handle on their sales process and get better data out of their application, W-Systems customized the opportunities module in SugarCRM and developed a better methodology around sales forecasting. W-Systems did this in three ways:
"When you look at how W-Systems helps a company not just customize their CRM, but take their CRM to the next level of performance - that portion comes from the experience that we have from doing this work with hundreds of customers and our ability to bring in a wealth of knowledge and experience to each new engagement." - Bill Harrison, VP of Products and Technology