If You Want Better Sales Forecasts… Don’t Start With the Numbers
Most leaders try to fix forecasting by tightening the spreadsheet.
But as John Golden, expert, strategist, and author of Social Upheaval and Winning the Battle for Sales, explains, forecasting problems rarely start with the numbers.
They start with the process (or lack of one) that produces them.
If you want predictable revenue, stronger teams, and cleaner forecasts… start here.
🎧 Listen to the full podcast: https://workforcealchemy.com/podcast-magazine/
📺 Watch the complete YouTube conversation: https://youtu.be/jIJakbeY9mU
Start the FREE Workforce Alchemy Challenge: Build a stronger team, reduce turnover, and increase your value in the workplace.
00:00So what early warning signs should a CEO or executive look for that signal that their sales process isn't scalable or is putting the company at risk?
00:10Well, I think the first and foremost, it's very simple.
00:13I would just ask how accurate is your forecasting and say if your forecasts are accurate and you can take them to the bank and it's only a couple of percentage points swing either way on a monthly or quarterly basis, then everything seems like it's working pretty well.
00:30I have come across very few people who've ever told me that their forecasting is that accurate.
00:34And the number one complaint is from sales leaders and stuff is that they can't trust the data, they can't forecast.
00:43And this is the effect of not having a well-defined sales process and a consistent execution.
Be the first to comment