Any enterprise considering an opportunity management solution has, by definition, an opportunity management problem. Just as in medicine, triage is the first step in selecting an opportunity management app - where does it hurt? It is a fair assumption that most companies today will have an established CRM program. For many sales organizations, the opportunity management … [Read more...] about 8 Sales Pain Points – Do You Have Sales Pain?
In this guide I intend to introduce how ASPEC for Salesforce.com can benefit your business, and specifically how it works. We have previously talked about why we built the app, and have given presentations at Dreamforce ’13 on how we created it – but this guide is on the usability of the app itself. Installing the App The quick guide to getting up and running is as follows – t … [Read more...] about The Usability Guide for ASPEC for Salesforce.com – Part 1: What It Is & How It Works
In Part 1, I reviewed the different methods of choosing the numbers that power your forecast – Unweighted, Weighted, and Committed. ASPEC supports these three methods – and you don’t have to pick just one. In fact, you can use more than one as a double check to validate the numbers you are seeing. Let's talk now about the operational side of using the Forecast function in AS … [Read more...] about Sales Forecasting With ASPEC – Part 2: Putting it all Together
Monthly or weekly, or even at times daily, sales teams have to forecast. Before ASPEC, sales forecasts (or “order forecasts”) were often done in Excel or some other simple tool, and sent around with some manual manipulation. With ASPEC, transparency moves to the forefront. Opportunities are entered and managed right in the software – not just for forecasting, but with a focus on … [Read more...] about Introducing Sales Forecasting with ASPEC – Part 1
In most applications that sales people use for opportunity management (mainly CRM), opportunities are presented in a single, sortable list. Perhaps there is some sort of pipeline view as well; the top is generally a lead, and the bottom is generally the final steps in the sales process. The world has been stuck in this method of working with opportunities since Sales Automation … [Read more...] about ASPEC Usability Series – Generic Opportunity Lists Aren’t Enough, and Here’s Why (The By Priority View)