Picture this. Another week begins, and so does another revenue forecast call with more questions than answers. Leaders from your different regions show up with estimates they all calculated in different ways, some of them in spreadsheets. There is $1 million in revenue that disappeared since last week, but it’s hard to track down exactly where all those small opportunities went. Worse still, the huge deal you were expecting from your recent acquisition is now pushed out to early next quarter.
As a sales leader, you’re expected to produce accurate revenue forecasts to guide the rest of the company. But how can you drive precision and completeness in your pipeline data? And how can you make forecasts against your short- and long-term revenue goals?
Good forecasting also relies heavily on using the right (and current) data and an understanding of your historical performance. Effective analysis relies on tracking the
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