Systematic Review of Algorithms of Sales Force Automation Systems

Accurate sales forecasting is a distant dream or may be a nightmare for managers of sales departments. Sales is a high pressure function but extremely rewarding both in terms of professional satisfaction and financial gains. It remains a ubiquitous challenge for business units on the accuracy of the sales forecasts. While there are a dime a dozen sales force automation systems, their accuracy of forecast could largely be influenced or determined by the accuracy of the underlying alogrithms on which these systems run. The purpose of the current paper is to first assess and narrow down on the many sales force automation systems with the intent of analyzing these for the underlying algorithms. The ultimate objective of the current research would be then to comment on the accuracy and effectiveness of these algorithms and thereby on the effectiveness of the sales force automation systems in predicting the accuracy of the sales forecasts