Amazingly, every day we encounter companies who are still reliant on spreadsheets to control and maintain their sales funnel. Now, whilst there is unquestionably a call for spreadsheets – with some nifty tips and tricks available in those little grey boxes, it absolutely has its limits. Which is precisely why CRM systems were created in the first place, to help companies increase, elevate and enrich their conversations and make better decisions. A CRM system offers businesses the ability to accurately monitor, forecast and plan their sales funnel. It’s the perfect blend of artificial and human intelligence that helps businesses move forward. An incredibly useful tool with a number of benefits, unquestionably, one of the most helpful functions of a CRM is the ability to help business development managers and sales executives manage their pipeline and accurately forecast sales, allowing companies to plan their resources, budget and steps moving forward.