Forecasting process was another area highlighted in our recent 2019 World-Class Sales Practices Study. Specifically, “We have a rigorous forecasting process which drives forecast accuracy” was one of the Top 12 practices with the most impact on sales performance and productivity metrics.Of note, 81% of...

Sales forecasts are one of the primary vehicles executives use to manage the expectations of company stakeholders including board members, investors, industry and Wall Street analysts, employees and customers.Forecasts are also a future indicator of funds available to invest in major growth initiatives. As the...

I once closed a $450,000 deal in seven business days. A company wanted to upgrade from an old version of our product to the new version. They had budget, and they wanted to move on it. I learned this in my first sales call with...