Sales Efficiency Is a Must —Sherburne

Why? Because these systems provide real-time, relevant and accurate data that allow you to make critical, fact-based business decisions. They also improve efficiency by eliminating rekeying, reducing errors and automating certain functions.

In fact, as I spoke with industry executives in the run-up to Graph Expo—asking them what people should be focusing on at the show—without exception, they all indicated that attendees should be focusing on products, services and technologies that will improve the efficiency of their operations. Normally, when we think about improving efficiency, we focus on production, and sometimes we include the order entry, quoting and estimating and other pre- and post-production functions. But we rarely consider the sales function.