Sales Forecasting for Maximum Revenue Predictability™
One of the most difficult challenges of the sales profession is generating an accurate and reliable sales forecast. To help our clients move away from the practice of “fore-guessing” or “hope-casting” we have developed a structured process based on a set of objective qualification criteria that enables salespeople and their managers to collaborate in a way that leads to less “slippage,” fewer surprises, and greater predictability of sales results.
- Learning Objectives
Learning Objectives
After completing this program, participants will be able to:
- More accurately determine the size (dollar value) and scope of each sale opportunity in their sales portfolio (pipeline).
- Utilize the Opportunity Scorecard™ to more accurately determine the likelihood of closure and derive a percentage of probability for each forecasted opportunity.
- Leverage a Buying Roles Chart of who you know and who else you need to know to increase your competitive advantage within each account.
- More accurately determine when each sales opportunity will close by reverse-engineering your customer’s buying process as well as all the influencers and approvers involved.
- Create and leverage a Customer Results Plan to the customer manage and work through their buying process.
- Troubleshoot every sales opportunity looking for future obstacles or potential roadblocks within your customer’s buying process before they become objections.
- Generate a solid Sales Opportunity Portfolio that more accurately predicts sales revenue while illuminating potential problems while you still have time to do something about them.
. . . and much more!
- Workshop Agenda
Workshop Agenda
One and One Half-Day Format
- Delivery Options
Delivery Options
OnSite Workshop
We deliver this program in an intense 12-hour format over a day-and-a-half at your offices or another facility of your choosing. The sessions are filled with interactive discussions and small group exercises that are custom-tailored to address the challenges of your specific industry and selling environment. Sales professionals and their managers will work together, using several tools from our Sales Excellence Toolset™, to create an accurate and reliable sales forecast and a pattern to follow going forward. If necessary, this program can be structured as a one-day program which can be supported by a series of monthly web workshop sessions designed to revisit and reinforce the use of these sales tools.Web Workshop Series
This program can be delivered as a series of eight (8) one-hour Web Workshops (web conferences) to groups of any size once a month, once a week, or at a rate that fits your learning goals and objectives. This gives participants a chance to digest and apply what they learn between sessions.