SBI Growth
JANUARY 15, 2013
Will upper management be able to rely on your sales revenue forecasts in 2013? Many Sales Ops leaders I’ve spoken with are proud of a +/- 10% forecast accuracy. Your Q1 forecast calls for $120 million and you come in at $108 million. Forecasts are tricky. Forecasts are tricky. Sales guys tend to be too optimistic.
Sales and Marketing Management
JUNE 27, 2019
In 2012, Sucharita Mulpuru, a Forrester analyst, said Amazon’s conversion to sales of on-site recommendations could be as high as 60% - and these algorithms have only become more sophisticated over the past seven years. Combining sales and marketing signals for better forecasting. and better understand the customer decision journey.
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SBI Growth
SEPTEMBER 15, 2012
Sales forecasting does not work. Stop wasting time trying to predict the future with yesterday’s forecasting tools. If you don’t agree, consider this: The Institute of Business Forecasting and Planning reports the error rate is between 16%-28% forecasting one month ahead. The error rate 3 months out is over 50%.
HeavyHitter Sales
DECEMBER 5, 2009
Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Q4 Forecast! However, there is one form that I consider sacred, the forecast. Your forecast is the measuring stick of your credibility. Exaggerators are happy ear forecasters who take customers’ words at face value. Sales Tips.
Understanding the Sales Force
APRIL 16, 2012
Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics.
SBI Growth
NOVEMBER 9, 2012
They expect a 20% increase over your “best case” 2012 finish. For instance: Excessive forecasting and monitoring of sales performance. Your Sales Ops Leader doesn’t need to be sitting behind his desk, running another forecast. The 2013 Number came back from the Board for the VP of Sales. Who do you turn to for help?
Understanding the Sales Force
JANUARY 7, 2013
Understanding the Sales Force by Dave Kurlan If you are like most executives, you start the new year asking for everyone's goals, plans and forecasts. Suppose for example that you currently have your salespeople reporting the # of new conversations, # of new meetings scheduled and # of qualified opportunities. Terrific start.
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