Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz, President of Heinz Marketing.

Many sales organizations often struggle with how to predict which sales will close. Their sales forecasts are weak, or non-existent, and that fact affects their bottom line.

Your sales forecast influences numerous decisions in your company’s sales process. A weak sales forecast not only affects commission checks, but also the success of your entire organization. It’s tricky to predict which sales will close or which prospects will be qualified. However, when it’s done right, an accurate forecast will keep a business on course, using past figures to predict short- or long-term performance.

“I am giving my notice. I am going to be a nurse instead.” This was a real quote from a recent BDR at our company a week into the job. No joke! This isn’t the first time something like this has happened either. It is actually quite common when it comes to this line of work for someone to back out of the job, and I’m sure many inside sales managers reading this have some similar stories when it comes to these scenarios.