Totally Predictable: Using Analytics to Sanity-Check Your Sales Team

Many professional services organizations in enterprise software companies struggle with visibility into the sales pipeline. Sales forecasts never seem to be as accurate as you would like them, or need them, to be. To be ready with the right resources, companies often integrate their CRM and professional services automation systems. This approach helps, but doesn't address the multitude of problems with CRM data and overly optimistic sales forecasts. In this session, we will examine how to turn your uncertain sales data into valuable information using big data and sales analytics.