3 Keys to Improve Your Sales Forecasts

Would you be surprised to learn that over half of the deals in a typical sales pipeline fail to close as predicted?

Not very good odds. Especially if you are responsible for setting sales goals and hitting sales targets.

Faulty sales forecasts are a common problem. But solutions selling training experts have 3 tips on how to improve the accuracy of your team’s sales reports:

1. See that you have a strong and workable sales process. If your sales process is well defined and practiced by your sales team, this alone will improve the forecast accuracy to 67%.
2. Within the general sales process guidelines, establish the specific customer-based steps needed to move each deal forward. The sales team should have the right sales tools, marketing materials and outside resources available and know when to use them.
3. Use updated technology to track deal progress. Forget the outmoded spread sheets. Find a software program that works for you and your team and use it.