Category Archives: Forecasting

Perfect Forecasting for Sales Reps

Forecasting & pipeline management are so critical to effective Inside Sales that one of the first things I teach my Inside Sales team is Perfect Forecasting*.

The key to teaching sales reps Perfect Forecasting is having a straightforward, well-defined process that is followed by everyone on the team.

Before making changes to the way my team forecasts, I meet 1:1 with every rep for a pipeline deep dive. Unless there is a solid standard forecasting methodology used across the team, we’ll make changes. (In nearly 20 years, I have yet to inherit a sales team that had a consistent forecasting and pipeline management processes.) Continue reading