Sales Forecasting
topic on 1 show · 2 statements across 2 episodes
2 statements about Sales Forecasting, every show
Kellogg: A good sales forecast gently upslopes to actual sales, not quota
“And a good forecast looks like this, gently upsloping to the actual number you sell. Notice I've never talked about quota. Because forecast is not about quota.”
Egan: Enterprise sales deals are unforecastable without clear ROI metrics
“As a rep or a sales team, you better be crystal clear on the business problem that your problem, your solution is solving and why the company would spend money on it. And what are they expecting in terms of return? If you don't have those things, you may not h…”