Sales are the catalyzer of every company, and control over this activity is more than necessary. Nevertheless, control is based on information, both of operational nature (the activity of the sales agents), as well as of analytical nature (the big picture).
Without the data, managers can’t intervene in due time in order to fix some situations or adopt measures which can increase sales or open up new opportunities. Many companies rely on information collected on paper or presented during the sales meetings, but the decision makers often understand the real situation from the field too late.
For more information, please see the Romanian version of the article, here.