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:

How to Make Your Pipeline More Accurate and Predictive
Fix Your Mediocre Pipeline for Accurate Sales Forecasts
What True Story Does Your Pipeline Tell You About Your Business?