Chapter 7 Reporting and Forecasting
We are now able to blend data from different sources and shape trends, figure out the details as well as the overview of the whole population or split it into different audiences. The informative power of a CRM tool includes reporting of processes and sales forecasting. These two decisive tools enable the organisation to pursue control over processes and plan improvements by tracking the effort, checking results and shaping the upcoming trends.
The topics covered in this chapter are as follows:
- Process Reporting
- Reporting and Forecasting in B to B, complex sales processes
- Pipeline Analysis
- Opportunities Analysis
- Activities Analysis
- People Analysis
- Financial Analysis
- About Metrics ...
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