A common practice for the assessment of the likelihood of a deal close tracks sales behavior. Repetitions are logging activities in their CRM system, a manager can easily see what they have done in regard to the-whether they have completed a qualifying call via e-Mail product information to review analysis needed, in a letter "Pain assessment" concluded, carried out a presentation or demonstration, submitted a proposal, etc.. But as our 2013 sales management optimization (SMO) study found that on average only 45.7% of forecasted deals are closed today. So to keep track of what are sellers not clearly enough. What happened to the other side of the equation: tracking buyer behavior? How often is this happening?
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Source: CSO Insights
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