Posted under Sales
from http://thesalesblog.com 452 days ago

There is only one way to ensure that you have an accurate sales forecast. You don’t need software, and you don’t need dozens and dozens of questions. A single question will suffice to provide you with all you need to know about the accuracy of your forecast. That question is this:

“What date did the prospective customer select for their ‘go live’ date and why?”

Close Dates Mean Little

Closed dates are relatively meaningless. Anything with a month ending date should be discounted on principle. Your prospective clients don’t select a “go live” date or a “deal ink” date by looking at the last day of the month.

If the last day of the month is bad, then the last day of the quarter is even worse. The last day of the quarter is a day only sales organizations care about. Your prospective client did not choose ...

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