The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Today’s episode of The Sales Evangelist launches a new series on forecasting! When it comes to forecasting, there are a ton of strategies and tactics you can use to develop a solid background on it. In this episode, Donald discusses the three things you must know about forecasting before starting. But first, what is forecasting?  In essence, it’s your ability to predict what will happen in the future. As a sales professional (and especially as a sales manager), you must be able to estimate how your team will perform throughout the week, month, and quarter.  Without forecasting, you’ll have no idea if you’ll achieve your sales goals! Know your data. How many calls lead to a conversation, a demo, and, ultimately, a sale?  Understanding your sales figures and statistics leads to an accurate forecast. Your pipeline is tied directly to your forecast, and if you put inadequate or insufficient data into a forecast, you’ll get bad predictions in the outcome. Respect the process. Some prospects might want to skip