Enterprise Sales Podcast

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Good sales forecasting math begins with a focus on the PROBABILITY that the deal will CLOSE within a certain TIME FRAME.

The flawed stage-based forecasting model attempts to mimic this. Except, it doesn’t work because deal stage does not equate to the probability that a deal will close. It is simply a measure of a place in time NOT the viability of the deal itself.

A focus on win probability is how the game of sales should be played. It is the beginning and end of predictable sales forecasts.

Here is the rub though: If sales leaders are not intimately engaged with their people on deal strategy and consistently assessing the quality, qualifications, and viability of the deals in the pipeline they will never achieve sales forecast accuracy.

Listen as Jeb Discusses Sales Forecast Predictability on this chinese overseas europe database Enterprise Sales Podcast Episode


Jeb Blount | What Makes The Best Prospectors and Prospecting Organizations
The Three Elements of Predictable Sales Pipeline Forecasting
The good news, is that there are only three elements that drive sales forecast accuracy.

Deal Value
Win Probability
Close Date
When each of these elements is as accurate as possible, you get predictable and accurate forecasts.When sales leaders master coaching these elements, they will keep their fingers firmly on the pulse of sales performance and forecast accuracy will improve almost immediately.