“Know your numbers for they shall set you free, one way or the other” – John Cunningham
What is this about?
This service is designed to improve sales teams forecast accuracy, pipeline management, process, governance and accountability.
How effective is your current sales forecast?
- Does the consistency of your sales forecast accuracy differ from team to team?
- Have you invested in a sales customer relationship management platform, but find yourself not reaping the benefits of an accurate view of your sales pipeline?
- Is there a lack of process, governance, collective ownership and individual accountability for accurate forecasting?
Review of current forecast methodology
A due diligence review of the current forecast process, including governance, pipeline stage classifications, system usage and limitations. Measurement of historical forecast accuracy, achievement of key performance indicators and adherence to process. Identification of alignment of objectives and reward systems to forecast and pipeline management. Evaluation of cross-functional interlock between sales, product and financial forecasts.
Forecast Improvement plan
Design and implementation of fit for purpose sales forecast and pipeline management models. Documentation of sales pipeline and forecast methodology, process and governance. Construction of consistent sales forecast narratives, percentage weighting classifications and measurement systems. Interlock and alignment of forecast and pipeline management accountability to objectives, review and reward systems.
Who is it for?
Leaders of sales organisations who;
- Believe there is room for improvement in their current sales forecast process
- Want to achieve a high degree of accuracy and ownership from their sales forecast and pipeline management process.
- Want to have a clear and accurate view of their sales pipeline, forecast and coverage ratios to achievement of targets at an individual and collective level.
What next?
If you would like to speak to us directly about improving your sales forecast, please drop us a line and talk to us about how we might be able to help you.