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Canadian Pacific Railway (CPR) was looking to develop a consistent sales process to better manage leads and opportunities, and to ensure consistent execution of those processes. The company realized that its sales force had disparate processes and systems and, therefore, was unable to get a clear picture of sales activities. CPR chose PeopleSoft Enterprise Sales as the basis for developing standard sales processes, making sales pipeline information available to managers and executives, and focusing sales activities on the most profitable opportunities. This was also the first step of an overall CRM strategy to provide better visibility of customer data between the sales and customer service teams.