Improved forecast better coaching v2

The Ultimate Sales Executive Resource

Productivity

through

effectiveness

Improving Sales Forecast and Coaching

In Large Sales OrganizationsIndustry Day GSSI 2013

Christian Maurer

Typical Forecasting Agenda

Managers

FridayPreaprarePreaprarePreaprarePreaprare Forecast Forecast Forecast Forecast Forecast Forecast Forecast Forecast callcallcallcall

Saturday

Sunday

Monday

Tuesday

Wednesday

Thursday

Salesperson

FridayForecast Forecast Forecast Forecast callscallscallscalls

Saturday

Sunday

MondayForecast Forecast Forecast Forecast callscallscallscalls Forecast Forecast Forecast Forecast callscallscallscalls

Tuesday

Wednesday

Thursday

Won , 46%

Ultimate Outcome of Forecast

Quelle: CSO Insights: Sales Management Optimization Key Trends Analysis 2013

No Decision , 22%

Lost, 32%

“Decision rules with a few variables predict better than people."Paul E. Meehl [1920 – 2003]

Judgmental Forecasting versus Decision Rules

Leaky Funnel Principle *

* Hugh Macfarlane: “The Leaky Funnel”

Customer Centric Gates to Position Deal in Funnel

SatisfactionBuy

Individual Pain

Organizational Pain

Need for action

Implement

Hedging

Vision

Individual Status Quo Organizational

Status Quo

Velocity Considerations

SatisfactionBuy

Individual Pain

Organizational Pain

Need for action

Implement

Hedging

Vision

Status Quo

Expected Close date

t t t t

Variables to Produce Order Entry Forecast

SatisfactionBuy

Individual Pain

Organizational Pain

Need for action

Implement

Hedging

Vision

Status Quo

Leakage rates

Expected Close date

Leaky Funnel as a Model to Predict Order Entry

FOR Deal 1 to n DOIF ‘FC Flag = TRUE

THENIF ‘expected close date’ > ‘today’

AND ‘expected close date’ < ‘FC Date’THEN Forecast = Forecast + (‘Size of Deal’*( 1 –

‘combined leakage rate at gate’)END FOR

Forecast Errors Reduced with Wider Focus

SatisfactionBuy

Individual Pain

Organizational Pain

Need for action

Implement

Hedging

Vision

Status Quo

FormalVendorSelection

Ideal Funnel as a Monitoring Tool

1/leakage rate Goal

Real Funnel

How Influence the Real Funnel Shape

Having value added interactions with customers to get to decisions.

DecisionRight Message

Right Behavior

Right Moment Right Person

Right Moment

Levers to Influence the Real Funnel Shape

Methodologies (Strategic)"Right Person, Message"

Skills (Tactical)"Right

Behavior"

Opportunity Management

BuildingRapport

Questioning Technique

Presentation Technique

Negotiation

Account Management

Messagiing

Resolve the Juxtaposition

Result

Behavior

SFCS: Sales Force Control SystemSFMS: Sales Force Monitoring SystemSFGS: Sales Force Guidance System

Improved forecast better coaching v2

Business

Transcript of Improved forecast better coaching v2

Idaho Economic Forecast › publications › eab › ief › ief_jan2015.pdf · reach the prerecession level of 656,000. As economic conditions improved in 2014, nonfarm payrolls

Innovation Leadership Business Acumen Coaching...Enhanced objection-handling and negotiating skills; Improved ability to close more deals; and Enhanced organizational relationships

A Practical Guide to Evaluating Coaching: Translating ... · Compared to other AMOCO managers, coaching participants consistently demonstrated improved performance, increased ratings

Chapter 10: Coaching and Providing Feedback for Improved Performance.

Coaching for Improved Work Performance for Improved Work... · Coaching for Improved Work Performance ... Based on 2007 McKinsey research, they found the ... Feedback What is feedback?

What’s New in Forecast Pro 100 v11 Pro 100... · What’s New in Forecast Pro 100 v11 We are pleased to announce Forecast Pro 100 Version 11! Version 11 sports a dramatically improved

Dr Andrew Watkins - Improved seasonal forecast service

Transition plan for MAPP/CTB Funded Proposal: Improved probabilistic forecast products for the NMME seasonal forecast system Anthony Barnston (PI), Huug.

Coaching Coaching Coaching

Cognitive Coaching Professional Conversations Focused on Educator Growth and Improved Student Learning Pitt County Schools December 9, 2012.

Coaching for Improved Work Performance

Coaching for Improved Outcomes - TANF · • Coaching is an effective way to engage and build rapport with clients. • Coaching promotes independence, builds problem-solving skills,

Coaching TOPSoccer - hc-soccer.org...EMPHASIS/COACHING POINTS This game improves dribbling in a fun; competitive environment. Awareness of the playing situations is improved for all

Mariners Weather Log - Voluntary observing ship program · Meteorological Services Observations ... improved forecast, warning, and dissemination system in place. Final Voyage of

START Coaching for EBP€¦ · Purpose / Benefits of Using the Checklist • The development of a coaching system to improve the implementation of EBP • Improved use of effective

Empathy Matters · Empathy Matters @DanHaesler Director | Cut Through Coaching HabitsOfLeadership.com. ... why be empathetic? improved employee engagement & productivity fewer costs

Extending Bass for Improved New Product Forecastingsdw1/WuLehighIntel.pdf · Bass model to forecast successive generations of products in the semiconductor industry. Kurawarwala and

Coaching for Improved Performance The Zimmer Way.

1 2015 HWRF Upgrades Much improved and higher resolution (2km) operational forecast guidance for all global tropical cyclones Vijay Tallapragada & HWRF.

PERSONAL COACHING . BUSINESS COACHING SPORT COACHING ... · Seminarprogramm 2010 PERSONAL COACHING . BUSINESS COACHING SPORT COACHING . OUTDOOR COACHING Telefon 0991-2809568 Mobil