Sales Forecast & Pipeline
Whatever term you use, whether it is Sales Pipeline, Sales Funnel
or Sales Forecast, we can help you develop best practice sales forecasting and
pipeline management for your unique situation.
Our
experience and track record of creating sales forecasting solutions can be leveraged to help you improve the accuracy of your sales
forecast, pipeline or funnel reports. We can also
help you increase participation and accuracy by sales reps in the process.
Sales Forecasting is heavily dependent on the quality
of the information being used to generate the forecasts. The saying
“ garbage-in, garbage-out” holds true for this function.
If the data coming in is “sandbagged”
by sales reps who do not want management micro managing their deals then
it is not representative of reality. Also if you have reps who are not
wholeheartedly participating in the process you have skewed results.
Here are just a few important considerations we can help you with.
- Documenting Sales Cycle Steps
- Forecast Measurement Standards
- Pipeline Measurement Standards
- “Skin in the Game” for Forecasters
- Software for Forecasting
- Variance Analysis of Forecast to Actual
- Who Uses the Forecasts and is there Enough Detail for them?
Forecasting and sales pipeline reporting go hand in
hand and it is important to establish company guidelines on the
different stages of the sales cycle are as well as some form of
measurement to indicate the confidence level in a forecast.
To learn more about our thoughts on sales forecasting
Contact Us or see our
white paper:
"How to Develop an Effective
Sales Forecast".
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