Fifteen years ago I sat in a boardroom waiting to present my first sales forecast to a business consultant we all referred to as Uncle Ed. He had a fierceness about him that we all dreaded. There was no smoke and mirrors with Uncle Ed. He taught me at a very early age sales success could be predicted with the proper forecasting strategy.
Over the years, I have refined this process and virtually eliminated the opportunity for my sales team to make statements such as, “Well, the customer SAID it was my deal” or “They promised to provide signatures.” The bottom line is there is not hope in sales, and it is up to the executive leadership team to build a foundation where sales forecasts are an emotionless resource for the organization to predict revenue expectations.
If your organization is held ho$tage by an emotional sales cycle, ask yourself, “Does my CRM solution provide milestone-based metrics for which the entire sales department uses to streamline their focus and increase their close ratio? Do these milestones translate to your average sales cycle? Hindsight is 20/20. Did your forecast of the past predict revenue of today? Did it come close?” Managing milestones that ring consistent through a sales department prove to increase the desired results for both the sales professional and the organization.
So call in the swat team and let’s end this showdown today.