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Salesforce.com Secrets of Success: Best Practices for Growth and Profitability, 2009 by David Taber

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CHAPTER 2Reports and Data

“A man’s judgment cannot be better than the information on which he has based it. Give him the truth and he may still go wrong, but give him no news or present him only with distorted and incomplete data. . . and you destroy his whole reasoning process.”

—Arthur Hays Sulzberger

REPORTS ARE, FOR MANY users, the most relevant part of an SFA/CRM system. Reports are the first way that they approach the data, the way that they measure sales activity, and the way that they monitor the business processes. Given these uses, reports need to be meaningful and based on accurate data. The first part of this chapter shows how to use report design as a way to elicit requirements from the executives who will be using the system. The ...

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