A Good Sales Forecasting Review is Simply…Keeping it Simple!

Brian Zimmerman

December 23, 2011

When working with some of our less experienced managers providing sales and marketing support for sales forecasting, I try to keep things obvious and simple.

When conducting a sales forecasting review, start simple with these questions:

Can Rep Hit Quota with their current Commit + Best Case?

For each opportunity, ask the following questions:

  • Why the close date?
  • Why the amount?
  • What is the current status?
    • Why is it the current stage?
  • What is the history to date?
    • Steps prior to current stage
  • What is the next action and why?

Coaching: How can I help?

This will be very obvious to most managers. I would ask this question to any manager, however, did I miss my forecast because I left one of these out?

SVP Marketing & Sales

<strong>Brian Zimmerman</strong> was a Partner at OpenView from 2006 until 2014. While at OpenView he worked with our portfolio executive teams to deliver the highest impact value-add consulting services, primarily focused on go-to-market strategies. Brian is currently the Senior Vice President of Sales and Marketing at <a href="http://www.5nine.com/">5Nine Software</a>.