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Did You Know ?
Can you name three dimensions of sales force automation that
can drive improved forecasting?
Three critical dimensions of sales force forecasting accuracy are:
- Opportunity value accuracy
- Probability accuracy
- Date accuracy
The sales team and marketing estimate each of these dimensions when entering leads
and opportunities into their Sales Force Automation systems. For example, there
might be an opportunity worth $100,000 to sell software to company XYZ, with a probability
of a win of 50% and an expected close date of June 15th. If these three numbers
were accurate, we would be able to provide an accurate forecast of sales over time.
Unfortunately, each of these dimensions for each opportunity (and salesperson) have
systemic errors in them. Across the entire sales force, however, these systemic
errors can be adjusted for to improve the forecast of the entire sales team against
what actually can be expected.
If you would like to learn how this and other key concepts can help you achieve
more with your limited marketing dollars, please visit
www.ROMIWorkshop.com
.
Or to learn more specific to your marketing environment, feel free to contact us
at 404.816.4344 or send your email Susan.Howard @ MarketingROIWorkshop.com.
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