Sales
FORECASTING
Marcel Kooter
SALES WITH CUSTOMER
RELATIONSHIP MANAGEMENT

Forecasting Sales with
CUSTOMER RELATIONSHIP
MANAGEMENT
The ability to accurately forecast sales is one of the key benefits of a cus-
tomer relationship management (CRM) strategy. When sales teams
are able to predict future sales with a degree of accuracy, the business
can make better informed decisions on resource management.
Using CRM Software
CRM software tools can be uti-
lised by sales teams to help
make accurate predictions and
fine-tune the strategy for sel-
ling. CRM software can be used
on demand to generate sales
forecast reports where the

sales team can see and evaluate projections
and gain valuable insights into quota, current
deals in the pipeline, and sales to date. Re-
porting tools can also be used to analyse the
performance of the sales team and in turn im-
prove productivity.
Resource Allocation
When sales teams are fully informed as to past
and present sales and projected future sales,
the resources of the business can be allocated
in the optimum manner. The most profitable
sales activities can take advantage of the hi-
ghest levels of resource allocation when top
lead sources are clearly identified.

You can learn more
about the importance
of a good CRM strate-
gy for business by vis-
iting the blog of Mar-
cel Kooter.
Marcel Kooter