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)

The Exact Starting Point for Developing Sales Performance

There are two metrics that really matter when it comes to starting a sales development (performance) initiative. When you focus on these, the revenue outcomes can be realized in days and weeks.

Metric #1: How close is the forecast to the quota or target for that period? e.g. if the target is 50k for the month, and the forecast is 20k, that points to a range of issues that will need attention - and your support.  This is the forecast gap metric.

Metric #2: What proportion of the forecast actually comes in? e.g. if the target / quota is 50k, and the forecast is 50k but 20k comes in, there are issues to tackle. This is the forecast conversion metric.

These numbers are very powerful because they are based on opportunities and deals within a tight time period, e.g. this month. Your reporting or BI system can produce all sorts of other numbers and metrics, but they don't cause the focus you need like the forecast gap and conversion outcomes do.

Pretend ...

Pretend you are my manager. I tell you I have 10 deals in the forecast or "north of 70%". What are you meant to think, say or do next? Well, most managers would think that's generally right; great, we should have enough to make the number. In practice, it is usually specifically wrong, i.e. I will leave you with a big hole in income / revenue at the end of the month.

The Exact Starting Point for Developing Sales Performance

1 Start with my "top" deal. Not even my top deals. My top deal, singular.

2 Ask me this question: would I bet my salary on the deal closing on time so that an invoice can be issued this month?

3 Watch for the speed and sureness of my answer. If there is a hesitation, it's not a "top" deal. It's a deal of some sort, but not of the forecast quality you and the business needs. Insight, self-awareness and my performance improvement starts here.

Work Backwards thereafter

1 Now you can work through my 10 forecast deals. One by one. And then the rest of my pipeline.

2 You'll also now be able to teach me a powerful idea: I can close more revenue, with fewer deals. Who doesn't want that? And then the training, support and enablement can kick in.

Accurate Sales Forecasting (3 Min Read)

(Extract from How Great Sales Leaders Make Things Happen)

PS The sales performance improvement journey has to be a joint venture between you, my manager, and me. If you try to "fix me", I will resist you all the way! What I can't argue with is that a top deal is not in great shape right now!

Related Content

Measure What the Buyer is Doing (not saying)

Is Your Sales Forecast of "Salary Bet" Standard?

What is an "Income-Producing" Opportunity?

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072

Want To Be Notified When New Content is Released?

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

The Exact Starting Point for Developing Sales Performance

There are two metrics that really matter when it comes to starting a sales development (performance) initiative. When you focus on these, the revenue outcomes can be realized in days and weeks.

Metric #1: How close is the forecast to the quota or target for that period? e.g. if the target is 50k for the month, and the forecast is 20k, that points to a range of issues that will need attention - and your support.  This is the forecast gap metric.

Metric #2: What proportion of the forecast actually comes in? e.g. if the target / quota is 50k, and the forecast is 50k but 20k comes in, there are issues to tackle. This is the forecast conversion metric.

These numbers are very powerful because they are based on opportunities and deals within a tight time period, e.g. this month. Your reporting or BI system can produce all sorts of other numbers and metrics, but they don't cause the focus you need like the forecast gap and conversion outcomes do.

Pretend ...

Pretend you are my manager. I tell you I have 10 deals in the forecast or "north of 70%". What are you meant to think, say or do next? Well, most managers would think that's generally right; great, we should have enough to make the number. In practice, it is usually specifically wrong, i.e. I will leave you with a big hole in income / revenue at the end of the month.

The Exact Starting Point for Developing Sales Performance

1 Start with my "top" deal. Not even my top deals. My top deal, singular.

2 Ask me this question: would I bet my salary on the deal closing on time so that an invoice can be issued this month?

3 Watch for the speed and sureness of my answer. If there is a hesitation, it's not a "top" deal. It's a deal of some sort, but not of the forecast quality you and the business needs. Insight, self-awareness and my performance improvement starts here.

Work Backwards thereafter

1 Now you can work through my 10 forecast deals. One by one. And then the rest of my pipeline.

2 You'll also now be able to teach me a powerful idea: I can close more revenue, with fewer deals. Who doesn't want that? And then the training, support and enablement can kick in.

Accurate Sales Forecasting (3 Min Read)

(Extract from How Great Sales Leaders Make Things Happen)

PS The sales performance improvement journey has to be a joint venture between you, my manager, and me. If you try to "fix me", I will resist you all the way! What I can't argue with is that a top deal is not in great shape right now!

Related Content

Measure What the Buyer is Doing (not saying)

Is Your Sales Forecast of "Salary Bet" Standard?

What is an "Income-Producing" Opportunity?

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072

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)

The Exact Starting Point for Developing Sales Performance

There are two metrics that really matter when it comes to starting a sales development (performance) initiative. When you focus on these, the revenue outcomes can be realized in days and weeks.

Metric #1: How close is the forecast to the quota or target for that period? e.g. if the target is 50k for the month, and the forecast is 20k, that points to a range of issues that will need attention - and your support.  This is the forecast gap metric.

Metric #2: What proportion of the forecast actually comes in? e.g. if the target / quota is 50k, and the forecast is 50k but 20k comes in, there are issues to tackle. This is the forecast conversion metric.

These numbers are very powerful because they are based on opportunities and deals within a tight time period, e.g. this month. Your reporting or BI system can produce all sorts of other numbers and metrics, but they don't cause the focus you need like the forecast gap and conversion outcomes do.

Pretend ...

Pretend you are my manager. I tell you I have 10 deals in the forecast or "north of 70%". What are you meant to think, say or do next? Well, most managers would think that's generally right; great, we should have enough to make the number. In practice, it is usually specifically wrong, i.e. I will leave you with a big hole in income / revenue at the end of the month.

The Exact Starting Point for Developing Sales Performance

1 Start with my "top" deal. Not even my top deals. My top deal, singular.

2 Ask me this question: would I bet my salary on the deal closing on time so that an invoice can be issued this month?

3 Watch for the speed and sureness of my answer. If there is a hesitation, it's not a "top" deal. It's a deal of some sort, but not of the forecast quality you and the business needs. Insight, self-awareness and my performance improvement starts here.

Work Backwards thereafter

1 Now you can work through my 10 forecast deals. One by one. And then the rest of my pipeline.

2 You'll also now be able to teach me a powerful idea: I can close more revenue, with fewer deals. Who doesn't want that? And then the training, support and enablement can kick in.

Accurate Sales Forecasting (3 Min Read)

(Extract from How Great Sales Leaders Make Things Happen)

PS The sales performance improvement journey has to be a joint venture between you, my manager, and me. If you try to "fix me", I will resist you all the way! What I can't argue with is that a top deal is not in great shape right now!

Related Content

Measure What the Buyer is Doing (not saying)

Is Your Sales Forecast of "Salary Bet" Standard?

What is an "Income-Producing" Opportunity?

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072

Want To Be Notified When New Content is Released?

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