Improved forecast better coaching v2

© 2013 Christian Maurer All rights reservedThe Ultimate Sales Executive Resource The Ultimate Sales Executive Resource The Ultimate Sales Executive Resource The Ultimate Sales Executive Resource

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The Ultimate Sales Executive Resource

Productivity

through

effectiveness

Improving Sales Forecast and Coaching

In Large Sales OrganizationsIndustry Day GSSI 2013

Christian Maurer


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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


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Won , 46%

Ultimate Outcome of Forecast

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

No Decision , 22%

Lost, 32%


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

Judgmental Forecasting versus Decision Rules


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Leaky Funnel Principle *

* Hugh Macfarlane: “The Leaky Funnel”


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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

Won


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Velocity Considerations

SatisfactionBuy

Individual Pain

Organizational Pain

Need for action

Implement

Hedging

Vision


Status Quo

Won

Expected Close date

t t t t


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Variables to Produce Order Entry Forecast

SatisfactionBuy

Individual Pain

Organizational Pain

Need for action

Implement

Hedging

Vision


Status Quo

Won

# D

eals

Leakage rates

Size

Expected Close date


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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


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Forecast Errors Reduced with Wider Focus

SatisfactionBuy

Individual Pain

Organizational Pain

Need for action

Implement

Hedging

Vision


Status Quo

Won

FormalVendorSelection

RFQ


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Ideal Funnel as a Monitoring Tool

1/leakage rate Goal


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Real Funnel


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How Influence the Real Funnel Shape

Having value added interactions with customers to get to decisions.

DecisionRight Message

Right Behavior

Right Moment Right Person


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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


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Resolve the Juxtaposition

Result

Behavior

SFCS

SFMS

SFGS

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

Improved forecast better coaching v2

Business

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