RevOps Meets CRM: Precision Pipeline Forecasting Takes Center Stage

The current trend of RevOps meeting CRM is all about precision pipeline forecasting. This development is happening now because companies are looking for ways to improve their sales processes and make more accurate predictions about their revenue. In the past, sales forecasting was often a manual process that involved a lot of guesswork. However, with the help of CRM platforms like Salesforce and HubSpot, companies can now collect and analyze large amounts of data to make more informed decisions.

One key difference between this trend and past cycles is the level of automation involved. With the help of sales automation tools like Outreach and Salesloft, companies can automate many of the tasks involved in the sales process, freeing up more time for sales reps to focus on high-value activities like building relationships with customers.

Early adopters of this trend, such as companies that have already invested in CRM platforms and sales automation tools, are likely to see the most benefit from precision pipeline forecasting. These companies have already laid the groundwork for collecting and analyzing large amounts of data, and can now use this data to make more accurate predictions about their revenue. On the other hand, laggards may struggle to catch up, as they will need to invest in new technologies and processes in order to take advantage of precision pipeline forecasting.

A practical three-step adoption framework for companies looking to get started with precision pipeline forecasting is to first invest in a CRM platform that can collect and analyze large amounts of data. Second, companies should automate as many tasks as possible using sales automation tools, in order to free up more time for sales reps to focus on high-value activities. Finally, companies should use conversation intelligence tools like Gong to analyze sales calls and identify trends and patterns that can inform their forecasting.

It’s worth noting that precision pipeline forecasting may not be right for every company. For example, companies with very small sales teams or those that sell simple products may not need to invest in complex CRM platforms and sales automation tools. In these cases, it may be more cost-effective to stick with manual sales forecasting methods.

For more martech analysis, tools coverage and strategy guides, visit MartechXpert — your independent source for marketing technology insight. Companies like Clari and Anaplan are already helping businesses to improve their sales forecasting and revenue management. As the trend continues to evolve, it will be interesting to see how companies adapt and innovate to take advantage of precision pipeline forecasting.