5 Steps to a Flawless Sales Forecast

Tired of having too many deals that don’t cross the finish line? Struggling with uncertainty at the end of each quarter? Are SFA tools only improving your win rates by a fraction of a percent? Chances are you’re suffering from a flawed sales forecast. Stop! There’s a better way. Introducing the 5-Step Method for Forecast Accuracy, the safe and effective way to achieve a reliable sales forecasting model – One that your whole sales family will love.

Here’s how it works:

Step 1: Identify Your Target Customer

Old methods of forecast accuracy only offer a basic understanding of your target customer. Employee size, revenue, industry…it’s just not enough information to qualify your customers. Step one of our 5-step method will guide your team through a series of questions that help identify the attributes of an ideal prospect.

Step 2: Establish Buyer Alignment

Your sales process is backed by years of research into specific selling techniques, yet something is missing. Don’t worry; our 5-step method comes equipped with the information you need to align your sales process with the customer’s buying process. Without this alignment, your competitors could leave you in their dust.

Step 3: Choose the Right Tools

SFA systems can drown your sales team in an endless exercise of data entry. Think of the neck pains and carpal tunnel you could be causing – Ouch! Step 3 of our method will show you the exact tools your team needs to truly make a difference to your forecast accuracy, without relying on outdated systems.

Step 4: Coach the Right Way

Too often, sales managers mistake cheerleading or forecast flogging for coaching. Find out which two attributes word-class sales managers have in common, and how they use them to coach their teams to an accurate forecast.

Step 5: Utilize Analytics and Metrics

It’s a proven fact: Sales organizations that use analytics for forecast accuracy see huge improvements in win rates and quota attainment over those who don’t. So, why do some organizations do it better than others? It all comes down to granularity. Our method shows you which metrics to use to achieve the best results.

5 Steps to a Flawless Sales Forecast