Published by/Authors: CallidusCloud
Length: 7 Pages
Highlights: Basic, but it makes the case for a more sophisticated system then a spreadsheet. It covers:
- There’s More than Your Job on the Line: The reasons for an accurate forecast.
- Modern Forecasting: Allows and motivates the reps to manage the sales process and see/detech sales gaps and failure points earlier.
- Good Forecasting is Good Sales Practice: The reasons good forecasting tools replace gut feelings with hard facts.
- You Can’t Afford to Spend Days in Spreadsheets: Why spreadsheets have fatal flaws, no real time updates from people who hate to use them and why the odds are good 88% that a given spreadsheet contains a significant error.
- Waiting for Perfection is Costing You Money: Automated systems in CRM products etc., make it easier on the reps to have a more accurate forecast. Machine learning comes into play here.
- Transparency Is Good in Sales Teams: It goes up and down in the chain of command and is needed by all parties to run a company. Probably the best few paragraphs in the paper.
- Small Changes can Sink a Big Forecast: It’s all about item six, transparency to dynamic changes.
Why It’s Important:
“A sales forecasting system must be built on a sales process. No process? No forecast. Eventually, no company.”
7 pages does not an eBook make. But it is good information and makes the case succinctly for more sophisticated sales forecasting tools. Not a sell piece on thier part. I liked the case for item 6: transparency.
This ebook has been awarded the Sales Lead Management Association "Go to the Bank" stamp of Approval. Only articles, ebooks, research, podcasts or white papers that directly have an effect on revenue get this stamp.
- Sales Management
- Sales Managers
- Sales Operations Management
- Marketing Operations
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