SALES FORECAST and PIPELINE

The business of sales requires forecasting at or above plan and achieving the quarterly goal. When forecast and achievement is consistent and reliable, the company can scale. If the company ever loses confidence, it risks a downward spiral as the investment decisions that fuel growth are deferred .

 


Sales Forecast Accuracy: 3 Obstacles You Need to Overcome

Sales Forecast Accuracy

An important predictor of consistent sales success is the ability to set, manage and meet expectations. This holds true whether you are customer facing, dealing with executive management and especially with investors. The pattern no one likes to see is a sales forecast that starts high in week 1 and gradually diminishes as once promising opportunities push out into an uncertain future.Continue Reading

Quarterly Business Review: 8 QBR Mistakes to Avoid

Opportunity Score | QBRThe Quarterly Business Review is either your best opportunity every 90 days to build accountability, commitment and focus on the company’s most important goal – achieving its revenue forecast. Or, it can be a painfully tedious waste of everyone’s time. The choice is yours. Here are 8 common problems to avoid.Continue Reading

Weighted Forecast: Objective Science or False Sense of Security?

Salesforce.com Expected Revenue Chart The one mistake that causes the greatest loss of political capital and confidence is an unexpected drop in the sales forecast that occurs after week 8. Once the executive staff loses confidence in the sales forecast, decision-making deteriorates and the company risks turning a single miss into a downward spiral. The weighted forecast (or expected revenue) gained traction as an objective method for the CFO to do a quick check on whether the company could afford to believe the sales forecast when getting it wrong could crush share price or trigger a RIF. A purely objective forecast where responsibility falls on the “model” and not the individual manager has a great deal of allure, especially when it comes time to CYA.Continue Reading

Accountability is Your Key to Access the Inner Circle

Sales Operations Manta - All Others Must Bring DataFor all of the people who claim to want a “seat at the table” and question why it is the VP of Sales your CEO includes in the inner circle. One word –Continue Reading

Pipeline Analytics: Keep it on the Radar

SFDC | Pipeline AnalyticsThe strength of Salesforce.com opportunity management is collecting real-time data as close to the customer as possible. When aligned with sales process discipline and weekly cadence, it is the most powerful predictive tool you have. 3rd party applications available through the AppExchange such as InsightSquared or comprehensive solutions like Tableau and Birst offer rich functionality compared to exporting SFDC data to Excel for reports and graphs, especially for trend analysis.

 

One Mistake, Big Consequences

Even the best analytics application is worthless if you get just one thing wrong. Continue Reading

+Neal Murphy +ESO