Intelligent Sales Forecasting: Expert Q&A with Sales Ops Veteran

Blog
Oct 13, 2020
1 min read
Listen to Clark Green, Xactly's VP of Sales Operations and Enablement, as he discusses what it means to be successful when it comes to sales forecasting and pipeline management.

Sales Operations is the department within an organization that is responsible for analyzing and optimizing the sales process. To do so, members of this department use data to provide strategic insight, best practices to guide training, and technology to drive performance. All-in-all, they are the team of individuals who are responsible for making sure all aspects of an organization are in sync to assure current sales processes run as effectively and efficiently as possible. 

Clark Green, VP, Sales Operations and Enablement, recently spoke on the topic of sales ops, and more specifically, forecasting and pipeline management. During his Q&A, Green defined what it meant to be a sales leader and how to measure success within that role. To him, one huge area that can make or break the success of an organization is how well you are able to forecast your end-of-quarter number and how closely your performance matches up to that prediction at quarter or year-end. From an operational standpoint, sales ops should be focused on four key areas:

  • Weighted Forecasting: not every opportunity in a sales pipeline will result in a sale so assigning a value to each potential deal will help focus effort.
  • Forecast Category: like stages, each opportunity will have a category. The standard forecast categories are Pipeline, Best Case, Commit, Omitted, and Closed.
  • By Region: some areas will have better or worse close rates than others. 
  • Sales Cycles: some organizations have products that have faster or slower sales cycles or close rates associated with them.

When you compare and contrast the variables mentioned above, you are better equipped to nail your sales forecasting numbers. Watch the video below to hear more from Clark on how he’s utilizing new technology to predict and forecast pipeline. 


To learn more about intelligent pipeline analytics and sales forecasting, register for our upcoming webinar, Intelligent Sales Forecasting: Call Your Number with Confidence.

  • Forecasting
  • Sales Performance Management
  • Sales Planning
Author
Clark Green
Clark Green
,
VP, Sales Operations and Enablement

Clark Green is a commercial leader with a focus on building pipeline and driving exponential growth via synchronized sales, marketing, and product management.