Sales Probability Process Management

Sales forecasting can be difficult in the best of markets, but techniques developed over years by professional sales managers  improve the reliability of the process.  Those same techniques can also increase sales managers control over their sales process.  This tutorial Sales Probability and Process Management will be helpful for business owners, sales managers and sales representatives wanting to improve their sales process and sales forecasts.

Our About page explains how we developed the concept.

Preview

Sales opportunities don’t often progress in ways we’d like. Customers have this unfortunate sense they’re in control and can do it anyway they want. Staying on top of multiple opportunities as they progress through the sales pipeline (funnel if you prefer) can seem like herding chickens.

Wouldn’t it be nice to have tools to help strategize, plan and monitor your prospect list so you could understand where things are going wrong, and intervene before the deal is lost?

Sales Forecasts are always wrong. Partly because prospects set the agenda and change it at will. Partly because sales forecasts are anyway based on incomplete information. Partly because of sods law – if something can go wrong it will. Nevertheless bank managers, shareholders, analysts, CEOs and sales managers all need forecasts of future sales so they can do their own job. Sales professionals every month have to make predictions they know will prove to be wrong.

Wouldn’t it be good to have tools which standardize the forecasting process, based on fact rather than aspiration. Wouldn’t it be helpful to know when things are going wrong before that happens, and adjust forecasts accordingly?

This paper explains a way sales people and their managers can achieve both objectives, and win more deals, at higher margins and lower cost of sale, with lower risk of losing when they should be winning.