You’re wondering: Why is my sales team losing the productivity battle when we have built processes and invested in tools to help us manage our time and focus on the right deals? I’m sure you made an effort to define core operational metrics for your sales team and prepared reports and dashboards to help them to focus their energy and attention. But you recently increased the sales budget and suddenly don’t feel confident that your team can achieve the new quota, even after investing in the latest tools to support productivity.
Did you know that forecasts provided by your sales managers and leaders are no more accurate than just flipping a coin? For today’s post, I want to discuss why pipeline management (also referred to as pipeline review) works hand in hand with your forecast approach, and how it can benefit your sales organization.
You are attending your weekly forecast meeting to hear your sales managers share the opportunities their teams plan to close by the end of the quarter. After the quarter’s end, you face a major gap between the forecast provided a week ago and the achieved revenue, and you ask yourself: How could this have happened?
During our customer engagements, we often find that the sales organization has a limited understanding of the concept of committed opportunities and how they can affect forecast accuracy and quota achievement. I believe it is worthwhile to revisit this concept and have a point of view for further debate and analysis.
Why did we pick Salesforce as our platform after many years of professional careers at Microsoft? What opportunities did we see by committing to Salesforce.com? And why did we build Convercio on Force.com?. These are the typical questions that we, as founders, get from investors, partners, prospects, and friends.
There is no doubt frontline sales managers have one of the toughest jobs in Sales. Between dealing with upper management requests and running their team, stress is high and time is short. In the process, they need to attend (and sometimes drive) many meetings: Forecasting, Planning & Individual deal coaching among others.