Of the 58 percent of companies that track their company’s wins and losses, the majority use Microsoft Excel as their Pipeline solution. Why might that be?
Well, for those companies that really want to track the basics about each opportunity AND only have one or two sales people, then Microsoft Excel as a CRM solution serves its purpose. You can easily create a running total of wins, and a running total of losses; and each can be easily stored, organized and understood. But once your sales team begins to grow and find more opportunities, now your Capture Executive (Capture Management) team is ready for a more advanced solution that can handle more strategic capabilities; perhaps Microsoft Excel should no longer be your Pipeline system.