Speakers: Evan Randall | , SBI

Today’s topic is forecasting accuracy. How to install a thorough forecasting and pipeline management process.

 

Joining us is Evan Randall the Vice President of Sales Operations at Tableau Software. Evan is doing ground-breaking work in forecasting accuracy. Listen as Evan breaks down the approach to drive forecasting accuracy.

 

The first segment of the show is focused on individual deal level forecasting. Evan describes how he uses predictive analytics to determine what is likely to happen. He describes the importance of having a sales process with a level of simplicity to achieve adoption. A well adopted and easy to use sales process enables you to collect good data.

 

Evan Randall - VP Sales Operations

 

It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number. To request a workshop with SBI’s subject matter expert on pipeline management, simply sign up for a MySBI account and check the box in your preferences to request a workshop.

 

Sales rep level forecast accuracy is the focus of the second segment. Reps are responsible for providing a Commit, Most Likely and Best Case number in most organizations.

 

Evan describes in detail how to provide tools for sales reps to know if they can make their number. Together these items tell the reps where they sit so they can act proactively to improve the outcome. Sales reps have this view and tool-set throughout the quarter.

 

The final segment of the show focuses on management level executive reporting. Evan explains how at the end of the day there isn’t one model that will give you the right forecast. There’s science, but there is an art to it as well.

 

Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job

 

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ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >