Virtually every company I speak to wishes they could do a more accurate job of forecasting sales revenues. The issue is often particularly challenging for B2B-focused companies with lengthy, complex sales process.
There’s no doubt that there is significant room for improvement. CSO Insights research suggests that less than 50% of forecasted deals close at the projected time and for the projected amount.
Given the variables involved, it’s hard to imagine that vendors with highly-complex, lengthy sales processes could regularly achieve 100% sales forecast accuracy – but many sales organisations are consistently doing far better than the CSO Insights figures would suggest.
How are they achieving this?
Read the rest of this article at Business 2 Community…
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