Phase 12: Forecast/Pipeline Management
In the sales forecast and pipeline management phase, SBI can help your company analyze data to produce insights for sales leadership.
You need to produce accurate forecasts. Deals that were supposed to close get pushed out to next quarter. Deals that were supposed to amount to millions dwindle into thousands as 500-unit forecasts become 50-unit orders. These forecasting issues hurt, causing a loss in personal credibility for the forecaster.
- Forecasting/pipeline accuracy assessment
- Pipeline management process and cadence
- Forecast management process and cadence
- Big deal forecasting
- Quarterly business review process
With your sales forecast and pipeline management phase complete, it is time to move on to Phase 13: Sales Operations.