The science component is the arithmetic to do forecasting totals and to calculate a ‘close’ percentage. But, in practice, Art is more important.
The Art component is coaching your Sales Reps to understand honestly where they are in the selling process, how much further to go, and the tactics for how best to get there.
For most companies targeting small to medium businesses, every deal is different, but not wildly different. The steps in a strategy to one prospect along the sales cycle is mostly a tactical variation of the strategy used for the last prospect.
Is your current forecasting software difficult for Sales to learn and to update to the point where the information is missing?
For instance, you may be using Salesforce, ZoHo, ConnectWise or Autotask.
Are pipeline reviews easy to conduct? Is relevant information available?
Is it easy to make changes to the forecast and then see the impact on overall forecast?
provides a specific method for measuring prospect status and value. The approach is simpler to use and makes regular reviews more standardized and accurate.
is accurate and credible. Just what we need.
is useful If you like our Forecasting tool but would like to update your CRM to continue to use dashboards already in place.