Sales is an imprecise science. At the end of the day it comes down to another person, or group of people, making a choice. Either they say yes or they say no. Or they say not yet. Or they don’t tell you what they’ve decided – or even whether they’ve made a decision yet. This uncertainty makes it very difficult to forecast sales revenue. However, gaining greater accuracy over sales forecasts is very useful for an organisation. It enables management to plan for delivery and then to allocate resources for future activity.
Report on any attributes of an opportunity, including sales rep, products being sold, gross margin, geography.
Identify what you have achieved this quarter and the status and likelihood of the deals outstanding.
Analyse your sales team’s performance and identify improvement areas.
Plan resources for order fulfilment.
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