Forecasting Sales – is it an Art or a Science?
Salesforce Management Tips and Issues November 15th, 2009
Forecasting is one of the most important activities in a salespersons calendar; it needs to be both reliable and consistent.
Over many years I have seen some amazing forecasting methods most are too complicated and require the salesperson to complete endless forms and questions which is time consuming and totally unnecessary.
KISS – keep it simple, stupid: is my motto
Traditional forecasting tends to be rear view mirror stuff with the salesperson often justifying why the sales haven’t closed.
Lets take a fresh look at the subject and consider our forecast looking forward and from the buyer’s standpoint.
Key questions:
What is your customers buying cycle?
Where are you relation to this?
What level of commitment do you have?
What level of commitment do you still need?
Are there any compelling events?
What are their buying criteria?
If your sales people don’t know the answers to these questions then your forecast could be at risk.
Have a simple step x step approach to your information gathering.
Qualification using ‘MANU’ for smaller deals and ‘SPORTSMAN’ (which I have trademarked) as the most comprehensive approach to the larger high value sales.
If you want to know more about how to achieve reliable, accurate and consistent sales forecasting:
Contact Richard Spooner +44 (0)7887 720006
Answer – it’s both an Art and a Science!
December 1st, 2010 at 8:04 pm
As a SCOTSMAN, (where is Dermot Bradley now?)
and not a sportsman,I feel qualified to comment.
If forecasting is when will you order, how much will your order be worth and how likely am I to win your business.
Then, simply ask (repeatedly)
“When are you likely to order?” (Month)
“How much is the order likely to be?” (in £ or €)
“How likely am I to win your business?” (in %)
It doesn’t get any simpler than that!
Use them for both BIG and small deals
No trade mark, free to use today.
It improved sales forecasts at one compamy
from 60% wrong to 90% correct in only three months.
December 1st, 2010 at 8:28 pm
Very useful Brian – Thanks !
April 12th, 2011 at 12:14 am
I’m out of leauge here. Too much brain power on display!