Base 4

as companies with field sales people grow from startup into larger enterprises, they face some unique challenges. these challenges are often related to either the lack of structures and processes or inadequacies in these. when they were small and starting out, there was limited need for these because frankly its relatively easy to keep control of the entire sales function and associated deals by simply having a conversation. its likely that there are only a few individuals involved. with growth, keeping track of all the moving parts becomes increasingly difficult. the complexity is a function of the number of clients, opportunities, products and sales people and it is perfectly normal for difficulties to arise. there is simply too much information, too many activities, too much to do and too little time to rely on the old methods of reporting and deal management. you may be experiencing some of the following symptoms: - inaccurate pipelines - inability to forecast - scant understanding