Forecast by engagement. As a sales manager would you prefer to know how many emails and phone calls your team made, or which accounts were responding to those activities? [no brainer]
When a sales team works accounts and opportunities by engagement, an automated optimization of effort toward the pipeline occurs. See the following comparison of sample engagement below.
Which account should you focus on more? Duh! Obviously the second image represents a warmer opportunity. The second account is the one the salesperson should spend more time and brain cycles working. It’s almost a fun visual – seeing how many activities are on the left hand side of the two activity columns.
We welcome you to the new age of forecast automation – forecasting your pipeline by engagement. (The screenshots above are taken directly from VipeCloud).