Image credit: neptunecanada on flickr
I asked sales leader Dave Furtado about his take on the best ways for sales managers to approach getting a real accurate sense of a forecasted deal. He took no time in responding. “Forecasting is — well, we wish it would be a science — and if it were, all sales leaders would be CEOs, right?” It’s true. Scientific sales forecasting is something many sales leaders say they could really use.
The sales manager and sales VP depend on forecasting — because if a forecasted deal doesn’t go through, someone has to answer for it. “Right, and there’s lots of those,” Dave admits with a laugh. “And I’ve been there before, in front of a board of directors, explaining why.”
Does sales management affect the ability to forecast accurately? Sure does, according to Dave.
Dave advises to put “a very structured process in place,” and realize — like he did — that the biggest challenge you’re going to face is the sales manager. If your managers aren’t on board with your processes, they can be the “weak spot” of your team.