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Sales Forecasting

The Guidelines of Sales Forecasting

Planning is always one of the most effective strategies to ensure your business’s adaptability to the ever-changing environment in which it works. It removes uncertainty and enables you to be more responsive and provide superior service to your consumers.

When used as a planning tool, sales forecasting enables you to prepare your resources better and ensure consistency in the supply of your goods to the market. In addition, because you will not have to turn away a single customer or client due to a lack of inventory, these factors may help you substantially boost your sales.

Sales forecasts enable you to detect potential issues early enough to avoid or mitigate their effects. For example, consider the following hypothetical situation: If you see that your team is falling six times short of the quota, you may investigate and correct the issue.

Streamline the process for your sales team

When it comes to sales processes, a successful one is described as a written, proven sales plan that includes messaging and work aids and serves as your winning model for gaining new clients, penetrating current customers, and retaining existing customers.

Standardized scripts that ensure that everyone says the same thing and communicates the same message to customers are part of a formal process that is backed up by consistent work aids and marketing tools that are appropriate for the process’s phases and activities.

Consistent processes benefit salespeople because they enable them to be more efficient, develop more vital skills through repetition, and avoid reinventing the wheel with each prospect or opportunity that comes their way.

Consequently, when individuals get stuck in their pursuit of a chance, a process provides guidance and recommendations for the subsequent activities, rather than leaving them floundering and feeling helpless.

The salespeople also acquire a sense of company commitment, support, and dedication to the sales department and their efforts. While being more professional and closing more accounts faster would benefit both the company and its salespeople, the most excellent satisfaction comes from seeing the tangible results of their work.

Set distinguishable quotas for teams for individuals

Most businesses accomplish their sales objectives via one of two sales quota strategies: top-down or bottom-up — or a combination of the two.

A target is created using the Top-Down approach based on the market and territory’s sales potential, competitor data, and current market trends. Once the company has set a goal amount, it assigns numbers to the sales team members to reach that amount.

Based on the previous year’s sales data and past performances or experiences in different geographic areas, the Bottom-Up approach forecasts revenue for the next year, including a predetermined growth rate. Following the determination of that number, quotas are given to sales team members.

Use a good CRM software

A customer relationship management system (CRM) centrally manages your contacts, prospects, and customers. This database is accessible from anywhere in the world and at any time of day or night. So, no matter where you are, you may take notes on critical information using your mobile phone or laptop.

The best part is that they will never lose their bearings. Modern customer relationship management solutions for sales teams, such as Pipedrive, also enable you to associate a client with qualities that may be helpful in the future.

Try and try until you find the best sales forecasting workflow

While developing a high-quality sales forecast is contingent on the forecaster making suitable decisions about using the data, companies often rely on their judgment rather than on trustworthy predictive analytics to a more significant degree than is necessary.

Simple mathematical pipeline weightings, for example, may be overlooked by businesses that are more concerned with the nuances of the fundamental accuracy drivers, such as personnel, pricing, or regions of emphasis on the route to market, than with the plain numbers.

Businesses may generate accurate sales forecasts by implementing a Connected Planning approach that connects people, data, and processes from throughout the organization. This approach establishes connections across teams throughout the organization, ensuring that everyone is better prepared for the future.

Be open to new ideas from your sales teams

It is essential that your team members feel safe contacting you despite their errors. If your sales team thinks they are being penalized for mistakes, they may be less likely to come to you when there is a problem, resulting in bigger and longer-lasting issues down the road.

People need the inspiration to recall their capabilities. So, collect the team’s best stories and present them in an emotionally engaging, thought-provoking, and amusing way.

Alternatively, if your team has been without a significant win for an extended period, tell stories about your opponent and urge them to adapt their strategy to meet your team’s unique requirements. Alternatively, you might motivate your sales team by giving them an energizing pep talk.

Whatever you choose bear in mind that it should not seem to your team as a school assignment or a college lecture. Instead, it is about instilling in the sales teams a sense of eagerness for the future.

Draup helps you prepare your sales teams for the future.

Draup is an AI-driven sales intelligence platform that empowers sales teams with comprehensive account and stakeholder intelligence that enables microtargeting.

The platform allows account management and sales teams to contextualize prospect information with its proprietary AI/Big Data frameworks that assess characteristics across industries, businesses, and multiple stakeholders.