While a forecast reviews and a pipeline review have a lot in common, they are not the same thing. If you aren’t doing both, there is a good chance that you are setting yourself and your reps up for failure.
Frequent forecast review meetings are crucial regardless of the length of your sales cycle. But how often is enough? Here’s your answer.
OpenView’s Ori Yankelev explains why accurate sales forecasting is so important to a company’s operations, and offers practical steps to developing an effective and accurate approach.
As sales teams at early stage companies grow, they have a tendency to carry with them some of the older habits that made sense when they were smaller and less focused. One of these habits is inviting people to a forecast review meeting who probably shouldn’t be there.
OpenView’s Ori Yankelev describes five fundamental steps you should take to get the most out of your sales force automation tools.
If you’re not asking the right questions, you’re certainly not developing an accurate forecast. Here’s a list of best-practice forecast review questions that we have pulled together from forecasting experts in the OpenView network.
One of the most important factors in running a productive forecast review meeting is preparation.