Milestone Selling: Sales forecasting
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Milestone Selling: Sales forecasting
- 1. milestoneselling.com 1 How do you forecast?
- 2. milestoneselling.com Typical forecasting report 2 Account Solution Amount Exp. Closing Probability The agency Model A $ 10,000 August 70% Production firm Model A $ 25,000 March 80% Lumber trade Model B $ 18,000 September 90% Blacksmith Model B $ 17,000 May 70% IT consultancy Model C $ 50,000 December 95% Creative agency Model A $ 15,000 November 40% Architectural firm Model B $ 20,000 January 60% Trading company Model A $ 25,000 February 80% The factory Model C $ 40,000 June 20%
- 3. milestoneselling.com Four types of forecasting and pipeline management 3
- 4. milestoneselling.com How do you forecast? We asked more than 300 sales organizations 0% 5% 10% 15% 20% 25% 30% 35% 40% 1 2 3 4 4 28% 27% 23% 22% Milestones: Our forecasting is based on progress and movement through the sales process. Forecasted orders are presented as a list of opportunities weighted in relation to the probabilities of the phases in our sales process. Forecasted orders are presented as a list of opportunities weighted in relation to the salespeople’s subjective evaluations and qualified guesstimates. We don’t. Survey by Milestone Selling with 300+ respondents. Conducted Q4 2012.
- 5. milestoneselling.com 2% 28% 44% 26% How is the forecasting method working for you? Perfect. It is of great value to us. It is good. It is working for us. It could be better. It needs improvement. Survey by Milestone Selling with 300+ respondents. Conducted Q4 2012.
Notas del editor
- Formål med denne slide: Indse at traditionel pipeline ikke giver mening Pointer til gennemgang ifm denne slide: Historien om at køre i tæt tåge Vi har et krystalklart billede af fortiden (spørg beholderiet om fakturering) Vi har et sløret billede af fremtiden – hvor mange ordrer er på vej? Eventuelt lead over til næste slide: Lad mig vise jer hvad mange gør ved det…
- Formål med denne slide: Indse at traditionel pipeline ikke giver mening Pointer til gennemgang ifm denne slide: Forklare typisk pipelinerapport Diskutér tre typiske udfordringer med denne type pipeline: Hvad sker der altid med forventede lukkedatoer (de bliver hele tiden udskudt) Hvor kommer sandsynligheder fra (mavefornemmelser og subjektive vurderinger) Et statisk billede – men er der tilstrækkelig bevægelse? Eventuelt lead over til næste slide: Der er grundlæggende 4 måder at forecaste…
- Formål med denne slide: Få deltagerne til at placere deres egen forecastingmetode Pointer til gennemgang ifm denne slide: Ingen forecasting Klassisk pipeline (som slide 22) Lidt berdre – stadig statisk men sandsynligheder koblet til salgsproces Fremdrift – det kommer jeg tilbage til hvad er Eventuelt lead over til næste slide: Vi har undersøgt hvordan danske salgsorganisationer forecaster…
- Formål med denne slide: Forholde sig til deltagernes pipelinemetode Pointer til gennemgang ifm denne slide: Der er stor spredning, men langt de fleste forecaster på en ineffektiv måde som det fremgår her – og det bekræftes af at… Eventuelt lead over til næste slide:
- 70% mener deres forecasting skal eller kan forbedres.