Category Archives: Forecasting

Meaningful Sales Metrics

Meaningful sales metrics will deliver an accurate assessment of how Sales is performing at any point in time and will identify what needs to be done to stay on track (or reverse course). They also provide a high-level perspective for the executive team, a mid-level perspective for the sales managers and a tactical perspective for the reps.

Poorly developed metrics deliver an inaccurate reflection of sales that results in misinformation, misdirection, and ill advised sales tactics.

This post will cover the lessons I’ve learned using both.

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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