Did you know that more than 2/3 of businesses do not consider their sales forecasts to be effective when it comes to accurately predicting performance and helping guide pipeline management?
This may not come as a total shock since sales forecasting, or the process of predicting future sales revenue over a given period of time, has long been a thorn in the side of sales leaders everywhere. We’ve all read dozens of articles featuring “proven tips” to help improve forecast accuracy – limit subjectivity, forecast more often, ditch the Excel spreadsheets, etc. But none of these strategies address the issue at the core of most sales forecasting fallacies: data.
To effectively predict what will happen in the future, you must have the data and the ability to measure what has happened in the past. Of course, making sure that you’re measuring the right data points is equally important. Finally, you must have a sales platform that possesses the computational power to measure performance at scale and across countless what-if scenarios.
While this level of sophistication and insight has previously been limited to the fastest growing companies with large budgets and exceptional resources, technology is evolving and leveling the playing field of business intelligence, giving every company the opportunity to become a data-driven organization.
Our new eBook, How to Eliminate Sales Forecasting Fallacies with a Data-Driven Approach, provides fresh insight into how data-focused sales leaders can more effectively predict their forecasts and drive their teams toward their revenue goals.
What’s your strategy for maximizing data capture among reps? Are you relying on outdated vanity metrics, or are you successfully utilizing the new metrics of sales? Do you know how to determine your company’s unique sales DNA?
Get the answers to these questions and more when you download our latest eBook here.