[icedchai]

I've worked at some companies with heavy B2B sales. It is about metrics. Virtually everything you can imagine being tracked is tracked. In a well run sales organization, this is all automatic. They don't need to enter anything and the phone dialer is fully integrated. They're tracking new calls dialed, calls answered, average time on the calls, demos scheduled, demos successful, trials scheduled, trials installed, trials converted to sales... it goes on and on.