Forecasting Excellence

Forecasting Excellence

Accurate forecasting is the cornerstone of successful sales management.

Having a set of quick and easy questions designed to help first line sales managers validate commit pipelines and deliver predictable quarterly forecasts.

By ensuring your team can confidently answer key questions for all committed deals, you'll enhance visibility and accuracy, paving the way for consistent sales performance.




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Quick and Easy Forecasting Questions

By Steve Sullivan


What the Idea Is: Quick and easy forecasting questions for first-line sales management.


Why It Is Valuable: Information gained from these questions allows first- line sales managers to inspect and validate all commit pipelines, which allows for predictable and accurate quarterly forecasts.


How it Works: Make sure each sales team can answer the following seven forecasting questions for all committed deals:

  1. Budget: Have you confirmed budget approval for the month or quarter?
  2. Compelling event: Is it ours, or is it the customer’s?
  3. Internal Champion: What is his/her track record? Is there one?
  4. Trial Close: Have we attempted? With whom?
  5. Decision Maker: Have we met, and is there a meeting planned?
  6. Does this project require PoC/testing? Have appropriate internal resources been involved and is there a validated solution?
  7. If no PoC/RoR is required, has the technical approval been given?


A quick and easy check for the team is: why <your company name> and why now?



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