Tag Archives: Pipeline Forecasting
Time or Circumstance: Sales Forecast Management
Every month, week or day we sit down and try to make sense of our sales numbers. One of the greatest errors in our ‘subjective’ judgment may be our over-reliance on time as the driving factor. To better manage time elements, it’s important to manage circumstances equally well.
Rating Customer Commitment Improves Projections
One of the biggest gripes or gaps in traditional CRM landscape is the inaccuracy of Sales Projections. It is vital to know and manage the difference between being simply involved in the selling process, and the customer being committed to its success.
Be wary of customer behavior predictions.
We are inundated with the latest and greatest sales behavior predictions using social media, networking, blogging, video platforms… a digital cornucopia of the ‘it’ factors pointed at customers that will buy.
IS BUSINESS GOING TO THE DOGS?
Mirroring Our Masters: As management and customers accelerate even further away from each other, success is often influenced to an immense degree by decision makers who have little experience or a ‘look’ for sales.
Bias plays a huge role in sales predictions.
CRM analytical data is rarely configured for optimal ‘bias’ applications e.g. learning what customers want to buy at this very moment. CRM data is often seen as information overload when in fact just the opposite is true.
