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Workshop: SW7
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Keep you job:
Forecast properly to
management |
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Summary
The picture says it all: forecast the
pot of gold, and you'll wind up in the frying pan! Management puts
pressure on you to tell them what they want to hear. But, if it's not
the truth, everyone will suffer. This workshop teaches you how to
stay out of the frying pan by managing your manager, and managing
expectations.
What is covered
During this workshop you will learn -
- What is a sales forecast?
- Why do you have to forecast?
- How much should you be forecasting?
- What is the relationship of your forecast
to your pipeline, sales cycle, and the company's SFA?
- Is too low better than
too high?
- What if management decides to verify
your forecast with your prospects?
- What if you rely on the SFA tool to
provide your forecast?
- When is it too late to change your
forecast?
- Does the most accurate forecaster get to
keep his job?
Who should attend
Sales personnel (both internal and external), and sales management.
Duration
This is a 1 hour lecture followed
by 2-3 hours of workshop examples , possibly followed by a review of
actual current and previous forecasts. It is important to have the
sales staff become comfortable with the process.
Becoming
a better salesperson begins NOW! Contact Us.
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