Speakers: Evan Randall | , SBI

How to Make Your Number in 2017


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


If you need more help with your forecasting accuracy, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the sales strategy section on page 258 of the PDF. 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.


Download our 10th annual workbook, How to Make Your Number in 2017. It’s the guide top sales leaders use to contribute to revenue growth in a consistent, predictable way.


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.




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