Misses, Near Misses, and Surprises in your forecasting process?
The pipeline can be represented as a useless spreadsheet or it can be the single most important predictor of success in the entire business. Sales forecasts should be based on actual progress throughout your best practice sales process – not gut feel.
When salespeople are qualifying effectively and their sales manager is debriefing them effectively, there will be improved accuracy when it comes to forecasting revenue and projected closing dates.
In most companies, salespeople skip steps, don’t thoroughly qualify, fail to ask enough questions and fail to express their doubts about how strong the opportunities really are. In most cases these opportunities are not proposal ready.
Sales process trumps gut instinct
To bring your forecast into the accuracy range you want, we can grade your current sales process, analyze and stage your pipeline and help you define salesperson roles and responsibilities in the sales process.