Inconsistency & Inability to Forecast
When the sales force is producing inconsistent results, it is very difficult to budget, plan for growth, and write a business plan you can stick with. At the heart of the problem is the forecast; the most obvious of the areas in which inconsistency appears. With inconsistency, you cannot rely upon forecasts because they have a track record of being wrong. Forecast business doesn't always get booked.
We can help you identify the reasons for inconsistency from among these potential causes:
- Lack of accountability
- Ineffective qualifying
- Ineffective coaching
- Ineffective sales process
- Lack of a formal, staged, criteria-based pipeline
- Lack of pipeline inspection
Additional Reading:Consistently Inconsistent
Be Still My Pipeline
Who Do You Call When Your Sales Forecast is Busted?