Forecasting Workshop Details
3 Drivers of Accelerated Revenue Growth
Hear how other leaders are navigating through transforming into a world-class revenue organization.
Date: XX
If 2020 taught us anything when it comes to forecasting, it’s that there is an absolute need for agility within the revenue organization. In recent research conducted by Xactly, 75 percent of survey respondents changed revenue goals in the wake of the pandemic. And when revenue goals change, that change impacts the entire organization.
So how do you create a world-class revenue organization that can manage through the unpredictable?
In our first workshop of the series, we’ve gathered a group of the top revenue leaders to walk you through:
- How to be nimble and adjust quickly when unforeseen challenges arise
- The steps needed to build out your revenue center across the business
- Creating a framework for continuous reinforcement through teams
Part 2: Hope is Not a Sales Strategy
Learn how to create a blueprint to calculate risk and opportunity for accelerated growth
Date: XX
Forecasting has always been part art, part science. But over the past few years, forecasting “art” has become less important as you aim for the most accurate forecast possible. Science, on the other hand, is what keeps you honest. It helps to remove the tiny thread of “hope” you sometimes experience when calling numbers. Finding the right mix and balance between art and science is where the magic happens.
Many revenue leaders struggle with this piece of the forecasting puzzle. In fact, according to our recent report, half of revenue leaders surveyed said it’s now more difficult than ever to forecast bookings. And when it comes to companies with more than 5,000 employees, the number rises to 59%.
Gut feel and hope can only get you so far. When you focus on the right data, it brings discipline to the process to help you understand what good revenue looks like.
The second workshop in our series focuses on how to get the data right. So let’s dive in!
A few key areas we’ll cover:
- The critical data points you can’t ignore
- What a good forecasting dashboard looks like
- How to identify the good, better and best scenarios when it comes to your CRM data
- Creating predictable insights using both intent and transactional data
- How to nail your numbers and come to the table with the facts, not hope
- A blueprint for a winning forecasting strategy
Part 3: Better Data = Better Coaching = Smarter Reps
Using data to drive behavioral changes at scale and build a high-performing revenue team
Date: XX
Making sure your data streams are actionable, correct, and flowing to the right place is one piece of the sales forecasting puzzle. The people-based processes are another piece. Sales guidance and the execution of sales forecasting activities are quite the effort to manage. As such, organizations continue to struggle in these areas.
“You missed the number? Hey, no problem, you’ll get it next quarter!” said no CEO or board member ever! Which makes having a rock-solid, structured way to reinforce tactics just as crucial as the data. Using data to inform how to manage your team makes you a more impactful leader. You become more effective in coaching reps through opportunities, managing their pipeline, adjusting territories, and setting incentives to drive change. Ultimately leading to greater predictability in the sales forecast.
In this last workshop of the series, we’ll cover how to do more with your data and insights to better coach your teams. Let’s get after it!
A few key areas we’ll cover in this session:
- How to uncover and focus on the right deal
- Ways to have more impactful 1:1s when it comes to coaching and guided selling
- How to drill into the opportunity and learn when to walk away
- How to run an effective forecasting call — mixing human + machine to find the good input and weed out the bad
- Getting the cadence of reporting down — solidifying the who, what and when
Unleashed Virtual 2021 FAQ
Frequently Asked Questions
Xactly Unleashed Virtual 2021 FAQ
How do I login to the experience?
- You are required to login with the email address used to register your ticket.
Tip: bypass this step by using the magic link in your reminder email to be automatically logged in!
2. Once you click ‘Login’ a new page will open asking for the email address used to register your ticket.
How do I join a session?
On the agenda page, select a session and click the "Broadcast" button under the session title.
I’m on the session page, but the video isn’t playing.
Click on the “Join Broadcast” button to join the session and begin video playback
What browsers work best?
While most browsers will work fine (with the exception of Internet Explorer), we’ve found that Chrome, Edge, and Firefox work best on a computer. For mobile devices, we recommend:
- iOS devices: Safari
- Android devices: Chrome
Please also enable cookies and turn off ad-blockers as these may interfere with the broadcast.
Can I access other parts of the site while watching a broadcast?
If you would like to browse other areas of the experience whilst you are watching a session, you simply need to open a new tab. You will automatically be logged in.
The sound is coming out of a different device than I want - what can I do?
To toggle between multiple outputs connected to your device (e.g. internal speakers, headphones and AirPlay), click the gear icon ⚙️ on the top right of the live-streamed session. You will then be able to select which output and input devices should be used.
The output device I want to use isn't showing up - how can I fix this?
First, check the physical connection to your device, by either unplugging and re-connecting your physical headphones, or toggling bluetooth on and off.
If you are confident that the output device is connected correctly, check your system preferences to ensure your computer recognizes the device. On a Windows device, click the loudspeaker 🔊 icon on the bottom right of your screen, and you'll be able to change output device. On a Mac, visit System Preferences > Sound to choose your output devices.
My devices are connected properly, but I can't hear anything!
If you're confident everything is connected properly, your devices might be being used by another tool or application. Make sure tools like Zoom, Google Hangouts, Go To Meeting etc. have been closed prior to starting the session.
What are the different pass types for this year’s conference?
Attendees have four options to attend this year’s summit. Our Standard Pass gives attendees access to everything Unleashed Virtual has to offer—from keynotes to hands-on breakout sessions and access to our networking hub. We are also offering a Lite Pass at no cost, which grants access to the mainstage keynotes on day one only. If you’d like to take advantage of Xactly University courses, you can sign up for either the Premium or Platinum Pass. The Premium Pass gets you everything the Standard Pass offers plus 1 Xactly University course. The Platinum Pass is the same, but offers access to all four Xactly University courses.
Can I upgrade my pass?
You may upgrade your pass by reaching out to the event team at connect@xactlycorp.com.
What are my payment options for Xactly Unleashed Virtual?
You may pay by credit card during the registration process. We are not offering invoices for passes this year due to the low pass price.
What is the refund policy?
You may cancel within 48 hours for a full refund. After 48 hours, you will be refunded at 50% of the pass cost if cancellation is received by 11:59 pm on April 30, 2021. Passes will not be refunded if cancellation is received after that time.
You may transfer your registration to another person by following the steps in the “manage registration” link in your confirmation email.
For any passes purchased after May 12th, no refunds will be given.
How do I build my schedule for breakout sessions?
Once the agenda is live, you will be able to favorite sessions and add them to your personal agenda. Simply head to the agenda page, log in, and start starring sessions or add them to your calendar directly from the agenda page.
What is the Community Portal and how do I access it?
The Community Portal is your one-stop shop to network with other attendees. You’ll be able to chat with peers and Xactly experts directly in the portal. Access to the Community is not included for Lite Pass holders.
What content will remain available on-demand?
All session content will remain available for on-demand viewing, depending on your pass type. Live elements such as session Q&A and networking features will not be available post-event. On-demand content will be available until 8/31/21.