Your Sales Forecast is Driving You Insane

Babar Batla

By on August 9, 2017

Your Sales Forecast is Driving You Insane

For years, you’ve done the same thing every day, every week, every month and every quarter. You’ve relied on the same tools with the same process hoping that one of these days, your sales forecast will magically be accurate.

Instead, you miss the quarter, sometimes by a mile, sometimes just by a little – but you missed. Or, if you are lucky, you beat the quarter because of that one bluebird deal that came in at the last minute that was not in your forecast at all. The surprise deal that you wanted to scold your sales rep for – but instead, you got down on your knees and kissed the ground that he walked on because he saved your butt – this time.

So, we repeat this debacle and this process every quarter….hoping, “that this time it will be different.”

We’ve all heard the phrase that “The definition of Insanity is doing the same thing over and over again and expecting different results.” If we go to Merriam-Webster it says that Insanity is “Something utterly foolish or unreasonable.” Either way – you know – deep down, that something needs to change or you are going to go crazy.

This is why we founded SaleDirector.ai.

We believe that your sales forecast should not be the definition of insanity. Instead, we believe that your sales forecast should be and CAN BE highly accurate and reliable if we just focus on the right things.

The focus starts with the data. The data has to be good. If the data is bad from the beginning, then there is no way you are going to get an accurate sales forecast.

The focus also includes your sales process. You’ve spent a lot of time creating a sales process and methodology that you know works for your company. But you need a way to ensure that your sales reps stick to the process and update the CRM – but you don’t want to give them more work.

We’ve also noticed that there are too many spreadsheets floating around the sales floor. Each manager has their own spreadsheet, the sales leaders have their own spreadsheet and so does the executive and finance teams. No one trusts the data coming out of the CRM and fewer trust the sales forecast that it is spitting out.

Can you imagine a world where your sales data is clean? A world where your reps are sticking to your process and where everyone can trust the sales forecast? We can and we want to share it with you.

Stay tuned – we are going to change the way you think about your sales forecast and how you can get your sales team to focus on what you hired them to do – to sell – NOT to be data entry monkeys.

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