In sales forecasting, the same optimism which many successful sales reps rely on to push forward, fails them terribly. How can you decide if an opportunity really and truly belongs on a forecast report?
Having a solid forecasting process in place is a good start. To take it up a notch, sales managers can use a set of three characteristics. Serving as a checklist of sorts, moving opportunities into a forecast then becomes less of a guessing game.
If you desire your forecasts to be consistently accurate, download the paper “How to Tell if an Opportunity Belongs in the Forecast” by CSO Insights to learn how to base a forecast decision on the three characteristics of the customer.
Download ”How to Tell if an Opportunity Belongs in the Forecast”