The Forecast Fix
#NoPoopyPipelines
It’s time we end the era of inconsistent forecasting, but this starts with creating a culture of excellent pipeline management. Most sales teams are merely told to update the CRM but not taught how to use their pipeline as leverage for hitting their targets, let alone having pipelines that produce accurate data that is required for building revenue models & forecasting.
By the end of working together, you’ll have a sales organization that is managing (poop free) pipelines, you’ll have accurate data to use for forecasting & sales leadership that focuses more on strategy execution than poopy pipeline coaching.
PHASE 1 — Education & Discovery
Most reps aren’t taught why managing their pipeline is actually beneficial for THEM , they’re just told to update it because the CEO needs it for the board. I’ll set the foundation by educating your boots on the ground, along with your sales leadership, as to why having an accurate & active pipeline is one of their most powerful tools for them to hit THEIR goals.
I’ll do discovery on how your org is currently defining pipeline management along with taking a dive into how pipeline data is being entered. This will help me find the biggest data gaps that are preventing you from accurate forecasts.
We’ll discuss best practices for how to enforce pipeline management that works best for your culture.
I’ll suggest what RevOps processes & dashboards can be built to support & enforce your new #NoPoopyPipelines process.
Phase 2 - Deliverables & Data Appreciation
You’ll be given your “No Poopy Pipelines” documentation which will define what a clean, active pipeline looks like. It will outline why it’s important in your company & set expectations for how pipelines should be managed.
We’ll start to see new data from the revised RevOps processes, collect feedback about the revised pipeline management & discuss any required iterations.
We’ll end with a forecasting workshop with your GTM leadership for how to forecast with your new data
You may need ongoing support with forecasting & the new pipeline management
This could look like support with:
Partnering with the sales leader on building out a schedule for forecasting
Teaching how to measure improvement of forecasting accuracy
Overall coaching for the GTM leadership on building a regular cadence around forecasting, how to keep each other accountable & how to avoid analysis paralysis
Symptoms of a healthy pipeline
Your AE’s & sales leaders forecast ~90% accurately
Your reps have a clear understanding of how to achieve quota
You can easily adjust inputs like deals created, ACV or sales cycle to know how it will affect your forecast
You have a clear picture of what variables affect your sales (even if it’s external factors)
Sales leadership knows exactly what parts of the sales process to focus on with each rep
You’re confident in knowing when it’s time to hire AEs or SDRs
Symptoms of having a poopy pipeline
Your sales leader isn’t sure if reps are underperforming or if it’s an issue with strategy or product
Revenue targets are often missed or are met with luck
Sales leadership struggles to improve performance of individual reps
You’re unclear about your revenue sources
You don’t know if your SDR team brings ROI or not
It’s difficult to measure impact of new strategies, pricing or product changes
Your sales leader is great but lacks forecast accuracy