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.
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