If you struggle with forecast accuracy and rep productivity, you’re in good company — Accenture research estimates 75% of deals in sales pipelines never close. While a CRM should capture sales rep activity and deal progression, it relies on manual data entry — and Forrester Research has found that 94% of sales leaders still lack confidence in their rep-reported data.

You probably agree solving these challenges is a top priority, but are you targeting the right factors to drive change? In a recent webinar hosted by AA-ISP, Chris Badger — Senior Director of Alliances at ClearSlide — discussed why improving CRM data quality is the key to forecast accuracy.

Engagement time, a measure of time buyers are actually engaged in meetings or with your content (during a meeting or on their own time reviewing presentations or emails), is a much better indicator of likelihood to close than the metrics reps usually record. ClearSlide captures activity and engagement data from every customer interaction across every channel and auto-logs it directly to your CRM, improving data quality and CRM adoption substantially. Engagement analytics help reps accelerate the selling process and become more productive, and robust ClearSlide dashboards in Salesforce give leaders new ways to visualize sales opportunities. Customer engagement is the leading predictor of opportunity success, and leaders can use ClearSlide dashboards to identify forecast risk areas— sorted by deal size and sales stage — based on real-time customer activity and engagement data.

Listen to the webinar to learn more.