SFA databases used in strategic sales organizations generally do not reflect actual sales activity of the individual contributors, because the effort to load data does not provide real value over a longer sales campaign. The extended sales cycle is plagued with changes in requirements, players, financing, competition, macro-economic influences, and general delays, so the sales representative gives up SFA data entry.

Strategic sales professionals would like a methodology to strategize and plan activities in many campaigns instead maintaining a very limited set of opportunities and accounts in their heads and dispersed across PDAs, Outlook, SFA and notes. They want more success and dividends at the end of every long sales cycle they engage in. The sales professional knows to out-do the competition, they must out-think them first. GATEtoSALES assists the rep to win sales by strategizing, planning, tracking and sharing their campaigns with sales team members via SFA or the GATE central database.

Sales managers wish reps could plan more effectively so they determine the real closing requirements and their impact on close timing for better forecasting accuracy. Managers are expected to provide reliable forecasts but often get surprised by representatives who become aware of new requirements adversely affecting the forecast or even the deal.

Company executives want the sales organization to step up to top-line growth objectives, and do it with more effectiveness than with more resources.