With the start of a new year, it seems almost anything is possible, even presenting a more accurate sales forecast.
Face it. Forecasting is stressful, and it almost always brings up uncertainty as to which deals might close by end of the month or quarter. While guess work is not a reliable strategy, building a pipeline of qualified prospects is. Having a good handle on where the deals are and what is keeping them from moving forward is a solid strategy that will improve the win rate of deals you include in your forecast.
While no one can truly predict the future, everyone can more precisely forecast where their sales will be in the future--in the next month, quarter, or year. When reviewing prospects in your pipeline to determine their place (or not) in your forecast, you need to ask yourself 3 questions.
Read the full LinkedIn Sales Blog written by the President and CEO of ValueSelling Associates, Inc., Julie Thomas, to confirm 3 things that will move everyone closer to a sale.