By itself, a customer relationship management (CRM) or sales force automation (SFA) system does not guarantee performance improvement.
In the 2014 Sales Performance and Productivity Study, 432 respondents were asked how frequently they used their CRM/SFA system on a scale ranging from never to daily. In another part of the study, they were asked about forecast accuracy and funnel confidence. When responses were cross-referenced, a fascinating, yet obvious correlation occurred. The results highlight the connection between system usage, forecast accuracy and quota attainment.
How will CRM/SFA usage improve performance? To learn more, fill up the form on the right to download the CRM Usage and Accuracy research note.