If you use it right it is a great tool.
Issue is that everyone loads their forecast with bullshit. some VC based companies even tell you to load your pipeline. Then the company looks at the total pipeline and sees that they have a billion dollar pipeline and raise everyone's quota to make that expectation. Or they tell WallStreet and/or their VC partners how great they are doing (APERIO, CBL,PLUS,BioImagene-before Roche), and boom, they miss their nubers blame the sales reps and lay everyone off. when the idiot upper managers should have been fired.
That is the only issue with Sales Force. I have helped four companies clean up their "pipeline" and have found that in three out of the four, their pipeline was falsly inflated by 60% or more!!!