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 .

 


Pipeline: 5 Ways to Determine if You Measure Up

Sales Pipeline KPIs

 

“We have a sales execution problem.”

 

One simple question asked across the conference room table from the CEO of software company, “Why am I here?” The most common response?  You got it. If we drill down a bit further, we might hear:Continue Reading

3 Ways to Add Value to the Forecast Call

Adding Value to Sales Forecast Call

 

 

“Average Close Rate for Forecast deals is 46%”

 

 

 

ActivityBetOdds to Win
source: CSO Insights
CrapsPass Line48%
RouletteRed47%
Sales ForecastClose Rate46%

Why? Closing new business is challenging and sales rep optimism is just part of life. Would you really want hire a pessimistic sales person? The weekly forecast meeting is a big part of your sales culture and a necessary check and balance. Use it to:Continue Reading

3 Reasons You Are Not on the Weekly Sales Forecast Call

Sales Forecast Call

Preparing reports and metrics for the weekly forecast call are minimum job requirements. Becoming an active contributor will do more to increase your understanding of the business and your strategic value to the company than anything else you can do.

 

Weekly Forecast RoutineContinue Reading

Start Here

start-hereWelcome!

Enterprise Sales Operations is a “big picture” view into the inner workings of the enterprise technology sales organization including SaaS , on-premises software, services, hardware and networking. The sales operations function is integral to how enterprise sales organizations function and align with marketing, finance, IT and product development.

Fundamentals are covered here without apology. The basics are the most common failure point for under performing sales organizations and instilling a solid foundation is the key to scaling an organization past $25M, $100M and $1B in annual sales.Continue Reading

+Neal Murphy +ESO