Forecasting can be a challenging task. These three steps will help you create a more accurate sales forecast.

1. STEPS TO IMPROVE
Sales Forecast Accuracy

2. Sales forecasting can be a challenging task for Sales Managers

3. As it involves predicting probable future behaviors of
sales team members and customers

4. Three Key Steps For Improving
Sales Forecast Accuracy

5. Define exit criteria by
customer action
1

6. Defining objective stages and
exit criteria in each stage of
the sales process is crucial

7. Capture the criteria based on what
customer actions are needed...

8. ...in order for the
opportunity to be
promoted to the
next stage

9. Examples of
Customer Focused Criteria Include:
Salesperson… Customer…
Sends information to customer Agrees to meeting to review materials
Identifies a business need of the customer Acknowledges the need
Qualifies timing of the opportunity States how they’ll make a decision and by what date
Creates interest in the proposed solution Agrees to follow-on presentation on specific date

10. Bloated sales pipelines can
result from a
lack of objective criteria
for each stage

11. Defining these details
ensures more consistency
and a cleaner pipeline

12. Assign probabilities and
next action date for
each opportunity
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13. Each stage in the pipeline should include a
probability factor…

14. ...based on an analysis of prior wins and losses

15. Once the pipeline is clean
with accurate actions
being accomplished at
each stage…

16. …the probability of closing can be monetized and
used for forecasting

17. Require Commitment to
the Forecast
3

18. Ensure each sales
professional is prepared
and committed to the
monthly forecast

19. Set tangible rewards for
those who come closest to
the number forecasted

20. To increase the visibility and attention each rep places on the
importance of a clean pipeline and accurate forecasts

21. Get a commitment to the forecast and
review it at month-end

22. Learn How to Motivate
Your Team for Training
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23. By Ray Makela
@RayAMakela