Forecasting

Changing the game for sales forecasting

Sales forecasting is a problem

Sales forecasting is plagued by a number of serious problems. They’ve always been there, but now we’ve come to a critical point in B2B sales forecasting where the levels of inaccuracy we’ve come to accept, now threaten the very health of our businesses.

The number of forecasted deals versus actual, converted deals is wildly different – worse than a coin toss. It’s a discrepancy that would not be tolerated in other areas of business.

In addition to this, most sales leaders have no faith in CRM data. And, If the sales leaders can’t trust the data, then neither can the rest of the business. About 2 hours a week of a salesperson’s time is wasted on forecast reviews and of course this represents an even greater time burden on sales managers.

We can no longer afford the levels of inaccuracy we’ve tolerated.

The solution

We need to implement a consistent, structured process that mitigates the tyranny of subjective bias.

We need to capture data from sales people in as close to real time as possible. This way we can both plan and act on information quickly.

We need reliable data and an effective system that gives us forensic levels of accuracy. We need valuable insights that give us the opportunity to make timely and rigorous management decisions.