Partners in Excellence

MARCH 27, 2013

I’ve been involved in a number of conversations about my positions on Sales Forecast Accuracy recently. The Sales Forecast Is Not The Demand Plan! The demand plan is the basis for scheduling manufacturing (or service delivery). But it is only a component.

Sales Forecasts 94

Sales Forecasts Forecasting Top of Funnel Buying Cycle 94

Partners in Excellence

MAY 8, 2019

I’ve come to learn about a seasonality effect on queries I get on Forecast Accuracy. For some with XaaS models or long sales cycles, if they are off on YTD attainment, it will be a real struggle to fill the gap and make their numbers. We’re mid way through the second calendar quarter of the year.

Forecasting 86

Forecasting Sales Forecasts Sales Cycle Resources 86

Partners in Excellence

MAY 8, 2019

Yesterday, I wrote, Forecast Accuracy, Again. It focuses on why we need forecast accuracy, which may be different from what most sales leaders think. I’ve actually become very accurate forecasting when and how this topic comes up. It’s an important foundation to this article.

Forecasting 80

Forecasting Pipeline Analysis Maximizer 80

Partners in Excellence

JULY 22, 2014

I have to admit, I’ve never been able to figure out the value or meaning of the weighted pipeline and forecast. So while we are measuring progress through the sales cycle (e.g. So while we are measuring progress through the sales cycle (e.g. Then we move to the weighted forecast. What meaning does the 75% provide?

Forecasting 90

Forecasting Pipeline Proposal Sales Cycle 90

Partners in Excellence

JANUARY 10, 2018

We are barely a week into the New Year, but yesterday I found myself in a conversation with an executive team about the forecast. They were looking at the January forecast and starting to think about the quarterly forecast. Sales executives are obsessed with forecasting and forecast accuracy.

Forecasting 48

Forecasting Pipeline Sales Forecasts Margin 48

Partners in Excellence

AUGUST 3, 2017

A friend and I were sharing our experiences in forecast meetings. Each of us has participated in hundreds of these, there seems to be a consistent pattern: Sales Manager: “Are the deals you’ve committed to the forecast going to come in as forecast?” Why weren’t they in the forecast anyway?

Forecasting 52

Forecasting Meeting Sales Forecasts CRM 52

Partners in Excellence

JUNE 10, 2013

Imagine a world of accurate sales forecasts. Imagine prospects relieving sales people of the need to do forecasts. Monthly, they send a report to the sales manager, “Your guys are working with us on this deal. Sales forecasting is and will be a hot button for all execs.

Forecasting 91

Forecasting Buyer Sales Forecasts Buying Cycle 91