The Only Question You Need for an Accurate Forecast

first_imgThere is only one way to ensure that you have an accurate sales forecast. You don’t need software, and you don’t need dozens and dozens of questions. A single question will suffice to provide you with all you need to know about the accuracy of your forecast. That question is this:“What date did the prospective customer select for their ‘go live’ date and why?”Close Dates Mean LittleClosed dates are relatively meaningless. Anything with a month ending date should be discounted on principle. Your prospective clients don’t select a “go live” date or a “deal ink” date by looking at the last day of the month.If the last day of the month is bad, then the last day of the quarter is even worse. The last day of the quarter is a day only sales organizations care about. Your prospective client did not choose that date, and the one thing you can predict with absolute certainty is that they have no idea that the last day of the quarter is the forecasted close date in your CRM.Stages Mean Even LessThe stages in your sales force automation software are meaningless. It doesn’t matter whether the stage is negotiation or acquisition or some other stage deep in the sales process. Regardless of what the stage is indicated in your CRM, the customer is still controlling the date the deal closes. You can’t close without them.The percentages attached to your stage are also meaningless. First of all, they probably do not reflect an accurate percentage based on stage if you were to look at your past wins and losses. Second, an opportunity with two competitors has only a 50 percent chance of winning; it can’t be 90 percent. The stage of your sales process is not a particularly accurate indicator.The Only Date That MattersIf you expect the customer to close on a certain date, shouldn’t they be aware of that date? Are they going to be surprised when you ask them for their business and show up with a contract and a pen? Should they not have something on their calendar indicating that they are signing a deal or going live with your solution?Could you acquire and agree on a date and still not have an opportunity close on time? Absolutely. But if you want forecast accuracy, you ask for the date to which the customer has agreed.last_img read more

Court frames charges against Sunny Deol

first_imgA railway court here has framed charges under the Railways Act against Gurdaspur MP Sunny Deol and film actress Karisma Kapoor in a 22-year-old case of alleged chain pulling in a train at Naraina station in Rajasthan during the shooting for a film. The two actors challenged the order through a revision petition in a sessions court on Wednesday.Mr. Deol and Ms. Kapoor had allegedly entered the Naraina railway station, near Phulera Junction, in 1997 and stopped the 2413-A Uplink Express by pulling its chain, which delayed the train by 25 minutes.last_img read more

PH dribblers miss 3X3 semifinal trip

first_imgRobredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Encho Serrano tries to score past the stingy Belgian defense. Photo by Fiba.comThe Philippine youth team failed to advance to the Final Four as Belgium hacked out an 18-14 triumph in their quarterfinal match in the 2017 Fiba 3×3 Under-18 Championship Sunday in Chengdu, China.Even as the only Asian squad in the Last Eight, the Batang Gilas squad of Encho Serrano, Juan Gomez de Liano, Rhayyan Amsali and AJ Edu had a shot at scoring an upset after rallying to tie the game at 12.ADVERTISEMENT LATEST STORIES China furious as Trump signs bills in support of Hong Kong What ‘missteps’? Pagasa: Kammuri now a typhoon, may enter PAR by weekend Lacson: SEA Games fund put in foundation like ‘Napoles case’ Flying V targets win No. 5 Another vape smoker nabbed in Lucena Sports Related Videospowered by AdSparcRead Next View comments But Belgium pulled away behind Vincent Peeters in the final two minutes to seal the win and arrange a semifinal duel against Slovenia.The Filipinos advanced to the quarterfinals for the first time after securing the No. 2 spot with a 3-1 record in Pool A last Saturday.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsBelgium topped Pool D with a 4-0 card.In the first round, the Philippines split its first two games against Israel (19-17) and Pool A topnotcher the Netherlands (10-13), before scoring big wins over Poland (20-14) and Turkmenistan (21-14). —JASMINE W. PAYO Don’t miss out on the latest news and information. LOOK: Jane De Leon meets fellow ‘Darna’ Marian Rivera Cayetano to unmask people behind ‘smear campaign’ vs him, SEA Games MOST READlast_img read more