Forecasting Fundamentals: Sales Forecasting Tips & Trends

Do you know where your closed won deals came from? Or where you should be spending more time prospecting? Are you spending time on the right type of deals and accounts? These are the types of questions sellers and sales leaders should constantly be asking.

In this episode, we answer these questions to get you closer to an accurate sales forecast.

It costs less to retain a customer than it does to get a new one. But are your Sales teams taking the right actions to ensure they’re on track for all renewals? And how are they tracking risk?

Check out this episode for best practices for forecasting recurring revenue and enhancing your forecasting strategies.

For sales and revenue operations professionals, managing the data that goes into the sales forecast can be a huge headache. But in today’s day and age, it really shouldn’t be.

This episode dives into the future of managing data in sales forecasting.

Visibility into the overall health of deals —and the overall health of the pipeline — is key to forecasting success. In this episode, you’ll learn how to stay agile in your pipeline inspection practices, including what data to look at in your pipeline, how to tell how healthy a deal is, and much more.

Sales leaders have a tough job. Between leading a team, guiding sales reps on deals, promoting effective sales execution, and nailing accurate forecasts – the list is complex and time-consuming.

This episode is full of tips to make sales leaders’ jobs easier. Specifically, we cover how to act on the opportunities presented in the pipeline.

We hear it time and time again – Go-to-Market teams are siloed, and the ramifications are large — especially when it comes to sales forecasting and pipeline management.

People look at the pipeline in different places and different ways. This means they’re often looking at different data, which leads to missed sales forecasts. This episode covers how to fix discrepancies in pipeline views, including pipeline analytics best practices.

Siloed teams are often the pitfall to missed sales forecasts. Different departments all look at the sales forecast in different places and from different perspectives, and sellers are guided and coached differently depending on their manager and a variety of other factors. This causes miscommunication, misunderstanding — and ultimately missed sales forecasts.

By increasing visibility into the sales forecast for everyone and automating processes, you can ensure precise sales forecasting.

It’s tricky to effectively coach sellers. Whether you’re in Sales leadership, RevOps, or Sales Ops, you’re busy, and providing personalized coaching on the next-best steps for each deal is unrealistic.

In this episode, learn actionable ways on how to effectively and efficiently coach sellers.

How do you make sure your pipeline is healthy?

This episode covers all things pipeline health-related, including how to understand each deal, what to do if a deal slips, what to do if you don’t have appropriate coverage, and so much more.