Achieving Predictable Sales Forecasting Results

History

Over the years of both doing direct selling and managing sales teams, I began to analyze why sales forecasting was so unreliable. Why could we not get to a high degree of accuracy month over month? It occurred to me that if we did not have a well-defined sales process we could not get a reliable sales forecast. I asked myself, so when do I say a deal is going to close? I realized that it was when I felt it was going to close.
And my sales teams acted the same way. I began to examine what was critical to predict when a sales opportunity was going to close with a high degree of accuracy. My research and my evaluation of the activities
I was doing helped me come up with a model that can drive a very high degree of predictability. 

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The Business of Sales

I am often approached by businesses that complain that their sales are not what they want them to be.
They feel that they have a good organization with good sales representatives. They are certainly interested in growing their business, but the sales aren't there. As I dig further into their concerns, I often discover that the challenge for them might be bigger than just selling. It may be The Business of Sales.

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4 Key Principles to YOUR Sales Process

Over the years of both doing direct selling and managing sales teams, I began to analyze why sales forecasting was so unreliable. Why could we not get to a high degree of accuracy month over month? It occurred to me that we did not have a well defined sales process to help us in our sales forecasting. I asked myself, "so when do I say a deal is going to close?" I realized that it was when I felt it was going to close. And my sales teams acted the same way. I began to examine what was critical to predict when a sales opportunity was going to close with a high degree of accuracy. My research and my evaluation of the activities I was doing helped me come up with a model that can drive a very high degree of predictability.

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This blog exists to educate manufacturers, engineers and technical minds on the wonders of inbound marketing, sales enablement and more.

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