Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Is Your Sales Forecast of "Salary Bet" Standard?

Selling and (sales) forecasting don't sit well together. It's hard enough creating opportunities and getting them across the line without being asked to predict the future - accurately. But if you think about it, that's one of the main reasons you were hired - to predict income before it happens - even if the very attractive job advert didn't say it at the time.

We can always make the argument that you can never say for certain what will happen. But you can, if rather than selling you have been qualifying. Selling is continuous qualification. And qualification in the sense of improving the quality of the opportunity that you and the buyer is working on. But it means asking hard questions, raising the right issues and commanding respect. Accurate forecasting doesn't just come from selling and qualifying; it's the outcome of a whole performance.

And here's the test:

... if you cannot bet your salary on a deal closing within the current forecast period, don't put it in the current forecast.

Action Point This Week:
Look at your top forecasted opportunities for the current period (e.g. this month or next month), and ask yourself this question: would I bet my salary on the deal closing by the promised date?

enquire@salesvirtual.com

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Is Your Sales Forecast of "Salary Bet" Standard?

Selling and (sales) forecasting don't sit well together. It's hard enough creating opportunities and getting them across the line without being asked to predict the future - accurately. But if you think about it, that's one of the main reasons you were hired - to predict income before it happens - even if the very attractive job advert didn't say it at the time.

We can always make the argument that you can never say for certain what will happen. But you can, if rather than selling you have been qualifying. Selling is continuous qualification. And qualification in the sense of improving the quality of the opportunity that you and the buyer is working on. But it means asking hard questions, raising the right issues and commanding respect. Accurate forecasting doesn't just come from selling and qualifying; it's the outcome of a whole performance.

And here's the test:

... if you cannot bet your salary on a deal closing within the current forecast period, don't put it in the current forecast.

Action Point This Week:
Look at your top forecasted opportunities for the current period (e.g. this month or next month), and ask yourself this question: would I bet my salary on the deal closing by the promised date?

enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

Is Your Sales Forecast of "Salary Bet" Standard?

Selling and (sales) forecasting don't sit well together. It's hard enough creating opportunities and getting them across the line without being asked to predict the future - accurately. But if you think about it, that's one of the main reasons you were hired - to predict income before it happens - even if the very attractive job advert didn't say it at the time.

We can always make the argument that you can never say for certain what will happen. But you can, if rather than selling you have been qualifying. Selling is continuous qualification. And qualification in the sense of improving the quality of the opportunity that you and the buyer is working on. But it means asking hard questions, raising the right issues and commanding respect. Accurate forecasting doesn't just come from selling and qualifying; it's the outcome of a whole performance.

And here's the test:

... if you cannot bet your salary on a deal closing within the current forecast period, don't put it in the current forecast.

Action Point This Week:
Look at your top forecasted opportunities for the current period (e.g. this month or next month), and ask yourself this question: would I bet my salary on the deal closing by the promised date?

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.