In this paper Emasys defines a dynamic sales process and propose five questions to show how pipeline simulation can provide the metrics you need to establish and sustain a dynamic sales process for the Salesforce CRM suite.

The objective of any sales process is to maximize sales in a predictable and repeatable way. Research has shown that companies who adopt a dynamic sales process supported by business analytic tools are the most successful in achieving this objective.

By Bruce B. Schupp, Manager Marketing and Business Development, Emasys Corporation

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