forecasting

5 Ways to Forecast Sales – Which One is Yours?

SPPM

How many methods or techniques are there for sales forecasting? There are 5, in my experience, offering varying accuracy and utility. Here’s the background and a short explanation of each. We all know forecasting sales is a tricky business. It always involves some element of hope, combines a little fear, and is based on some [...]

Read the full article →

Why Bother With Sales Forecasts

SPPM

What is sales forecasting to you? What does it for your business? How do you calculate your forecasts and act on the results? Most people don’t understand the point of it, because usually it doesn’t work, for them at least. But with the right techniques, sales forecasting can make a big difference in any business. [...]

Read the full article →

Sales Forecasting as a Competitive Advantage

SPPM

Can sales forecasting be a competitive advantage in your sales team operations? It can if you adopt the principles we explain in our Sales Probability and Process Management theory. Most people use sales forecasting as a tool for estimating future income, without a great deal of confidence it has to be said. They’ll also use [...]

Read the full article →

So Just How Confident Are You

Sales Strategies and Tactics

Sales Forecasts based on confidence aren’t worth the paper they’re written on. A subjective, single dimension assessment by sales reps not grounded in fact can only ever be a guess. Consider this example conversation between sales representative and sales manager while reviewing the sales forecast. “How confident are you we’ll win that sale? How sure [...]

Read the full article →

Solving My Problem With Sales Plans

Front Office Box

Do you have a sales plan for every deal? I do, but more of that later. OK I know some deals you can take to the bank, and others are just punts. There’s no need to plan the certainties and no point in planning the ones you don’t expect to get. Or that’s the way [...]

Read the full article →
Google Analytics Alternative