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

Sales Compensation Software: 2 Qualifying Questions

Sales-Compensation-SoftwareThis question was posed as a follow-up to a previous article on enterprise sales compensation and discussion in the LinkedIn Sales Operations Group.

One of the first AppExchange add-ons to Salesforce.com most of us consider is automating the labor intensive, error prone sales compensation process. But, like most IT projects, automating a bad compensation system just moves you further from your goal and trades one problem for another.Continue Reading

+Neal Murphy +ESO