Introduction  |  Analysis

Customer Relationship Management (CRM) also includes powerful analysis tools.

• The Sales Pipeline alone contains a lot of useful information.
• The Sales Pipeline gives each sales opportunity a status, for example:
• "Lead": Someone thinks there might be an opportunity here, but you don't necessarily even know the customer or prospect.
• "Qualified Lead": The customer or prospect should be interested, based on some kind of criteria (industry or prior sales).
• "Building Vision": You're talking to the customer and explaining why the opportunity is good for them.
• "Selected": They've short-listed your product.
• "Negotiating": You're negotiating the particulars of the deal before signing.

Since each opportunity has a dollar value and an estimated closing date attached to it, you can now forecast your revenue.

Unlike revenue forecasting based on last year's sales, working from the pipeline means your forecast is based on what you're actually doing.

You can also analyze other information about your sales opportunities:

• Are all of your opportunities located in Western Canada?
• Maybe you need to market more into Eastern Canada, the United States or overseas.
• Similarly, are all your opportunities for one industry?
• Or, are all your opportunities for one customer group?
• Are there customers who have not had a sales opportunity in a while?
• Maybe you should get in touch with them. Especially if they've been a good customer in the past.
• Quantus CRM helps you find new sales opportunities.