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and manage your business better


Forecast Problem

Forecasting is time-consuming and isn’t accurate! Sales people spend on average 2.5 hours per week on sales forecasting – and in most cases deals do not close as forecasted. The sales process science in our Dealmaker software takes the guesswork out of forecasting by removing sales people’s subjectivity and guides them to truly understand when a deal will close. Accurate sales forecasts result because of Dealmaker’s objective in-depth analysis of the team’s actual performance and knowledge of what it takes to close deals – based on your business.   

Business planning becomes very difficult when organizations are never really sure if their ‘actual’ is going to resemble their ‘forecast’.  Damaging deal slippage is inevitable when large opportunities are projected by sales people to close the last day of the month, quarter or year.  Many management hours can be spent in forecast meetings, time spent chasing the numbers instead of coaching the teams.

If you suffer from inaccurate forecasting, you need to address a number of issues.  Your sales process should accurately reflect how your customers want to buy.  Your teams need to follow best practices and obey objective steps and standard terminology.  You need a strong pipeline, full of deals which are real, and being actively worked, and you need to weed out any that are falsely inflating your projections.  And you need the right balance of deals to maximize your revenue capacity.  Confidence comes from sales leaders and sales professionals getting accurate reporting on their forecasts and pipeline activities.

Contact us to explore with you what success should look like for the initiatives you need to have in place to address your business drivers.  Alternatively, take a look at these resources which specifically address the inaccurate forecast business driver: