Fixing Your Sales Forecast and the Mindset of the People Who Feed, Use and Rely on It: A New CEO playbook for adding deal progression predictive AI to your CRM system

By Robert G. Bugge

Fixing Your Sales Forecast and the Mindset of the People Who Feed It, Use It and Rely on ItThis book was written as the playbook for CEOs and their executive management teams. Most companies in B2B sales use their CRM sales forecasting system for a list of deals and dollars and are completely reliant on their regional sales managers for assurances throughout the quarter for the deals they think are coming in. If this describes your company, then you aren't forecasting - you're dreaming, just like the 40% of all companies that miss their revenue targets every quarter.This book is about lifting the fog from your sales forecast and accurately predicting which deals will be coming in, and which won't, early enough in the quarter to do something about it. It's about how to make every day and every minute of the 60 business day quarter count. It isn't about formulas or statistics. It contains thirty years of deal making common sense and it's about using information that's right in front of your sales people that no one is looking at, much less tracking in your sales forecast.Its focus is on deal progression through identifiable, repeatable steps and processes that your people already use and go through every quarter to bring in deals. It shows you, that there are only three types of deals - all vastly different in terms of their degree of difficulty and their probability of close - none of which you currently track in your sales forecast. It also will make you re-think how you do business in terms of the types of deals you undertake, which can either increase or lessen your chances of a revenue beat. It lays out amazingly simple time savings techniques for your sales and legal teams that will buy you days on the quarterly countdown calendar. It will even compel you to take a closer look at the wisdom of modifying your sales compensation plans to incentivize during the quarter performance rather than just measuring and rewarding end of quarter results. It will re-set the sales culture of your company.With this book, you will be able to add deal progression predictive AI to your existing CRM sales forecasting system. This book shows you how you can have an empirically-based, laser-focused CRM sales forecasting system with amazing analytics and machine learning. Using it, will be to deal tracking what a CT scan is to brain surgery - complete visibility into the progression of your deals at any point during the quarter without any of the CRM noise and the sales spin that you now have to sift through. Use it, and you will be better able to accurately predict a revenue beat and see a miss coming.

• Format: Paperback
• Language: English
• ISBN: 1976967600
• ISBN13: 9781976967603
• Release Date: January 2018
• Publisher: Independently published
• Length: 140 Pages
• Weight: 0.59 lbs.
• Dimensions: 9.0" x 0.3" x 6.0"