![]() ![]() STEP 1: Align the sales process with your customer’s buying process. This time, I’ll lay out a step-by-step process for defining the sales cycle and using those definitions to build an accurate, actionable sales forecast that drives better, more informed decisions. Lost Deals, demonstrating the dangers of leaving the “no decision” stage poorly defined. I touched on the topic in Sales Pipeline Definitions Matter: No Decisions vs. Keep reading for an example, as if you had 12 months left in the year vs. Use it to calculate pipeline health per sales stage and understand how various factors influence it. Will you hit your bookings target? Here’s a sales pipeline health methodology to help you understand whether you will make your number. Yet too many are playing fast and loose with the sales forecasting process. ![]() But when the pipeline isn’t predictable and the data that defines it isn’t reliable, those decisions can be disastrous-especially for high-growth companies. The sales pipeline impacts every single decision the company makes, from hiring to expansion to the resources allocated for product and service delivery. Align the sales process with your customer’s buying process. ![]() Build an Actionable Sales Forecast With These 4 Steps: 1. I’ll lay out a step-by-step process for defining the sales cycle and building an accurate, actionable sales forecast that drives more informed decisions.
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