3 Strategies to Improve Sales Forecast Accuracy

Sales Funnel-TopLine Leadership Sales Management Training

The single most important issue in any sales organization is managing the funnel to achieve an accurate sales forecast. Let’s look at two ways this core issue is typically handled.

Company A’s funnel process uses one of the most common approaches to forecasting, orienting its sales funnel to the steps of its sales process: qualifying, opportunity identified, quotation provided, demonstration delivered, and negotiation/close. You know the drill.

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It’s Q4-Time to Qualify Your Pipeline

Far too often, sales managers get involved too late in qualifying specific sales opportunities that their salespeople are pursuing. The manager discovers that the “sure-thing” deal is anything but a sure-thing. The sales opportunities your salespeople are working on right now will comprise the lion’s share of your team’s sales revenue between now and the … Read full article