Dreamforce is rapidly approaching. If you're exhibiting, nearly all your major deadlines have passed. Your booth is largely planned. Catering orders have been placed. Graphics have been sent to the printer.

In sales, there’s a creative tension between managing people and managing numbers.

Being in sales is exciting. But let's face it -- it can be tough with constant rejection and the pressure to hit quota. Sometimes it's just too much, and we think about throwing in the towel.

Having a large top-of-the-funnel leads pipeline is a blessing, but it can easily switch sides and become a nightmare if sales reps are unable to keep track of who and when should they reach out to. Situations like these can quickly escalate into negative word-of-mouth, making your company more vulnerable to the competition and potentially customer churn.