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That's How I Rollerboard…

The Official Blog of Max Effgen

That's How I Rollerboard…

The Official Blog of Max Effgen

Pipeline and Forecasting

Max Effgen, July 18, 2012

In my experience, pipeline/forecast is one area of a CRM system that changes frequently. Way to frequently.

Fortunately, these changes require less coding changes today through Windows Workflow Foundation (Dynamics CRM) and Workflow Automation (Salesforce) that in CRM days of old.

Not going to comment on whether it is right or wrong, just that it happens, often, as a matter of fact in many organizations. Change Sales VP, there will be a change to the sales process. Change the compensation model and the forecasts will change. It happens all the time and makes numbers from sales very short term and difficult to do long term trends. The best way to improve accuracy, find a sales process that works and then measure the core of that process. Less change, more value.

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Max Effgen

Max Effgen

Builds and grows technology companies as an entrepreneur and angel investor backing early-stage companies in AI, health and wellness, ultra-low power radio, and enterprise software. Snowboarding, baseball, swimming, running, coaching, photography, backpacking and skyscraper stair climbs happen off the clock. Also, I am a SABR Contributor, live in Seattle and from Chicago.

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