Tag Archives: forecasting

Congrats to the Sales Leadership Award Winners

Last week was jam-packed full of great events, sessions and keynotes at Dreamforce. We kicked off the event Monday with our annual customer summit. We had a great turn out, and lot’s of good conversation. Joe Galvin of SiriusDecisions gave …
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Posted in: Awards, Customers on Cloud9, Events
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Is Factoring Close Probability in Forecasting Important?

This question was recently asked on the Focus Expert Network. A lot of responses noted that “probability” itself may be a bit out-dated, and some focuses on the definition of “forecasting.” According to Swayne Hill, our CEO, it depends on …
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Posted in: Sales Forecasting
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What Kind of Analytics Solution Do You Need?

Choosing an add-on analytics solution can be a challenge. There are a lot of options. The matrix below splits out a number of options base on two dimensions: whether or not you need a data warehouse to get the reports …
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Posted in: Pipeline Management, Sales Forecasting
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Terminology: Sales Analytics

Many people would refer to sales analytics as business analytics, both of which are often considered part of the broader category of sales performance management. Business analytics are determined by technologies, applications, or practices that allow for a historic view …
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Posted in: Pipeline Management, Sales Forecasting, Sales Management
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Q&A: Managing Uncertainty & Risk in Your Pipeline

What sales managers fear most, is what they don’t know.  Because there’s so much in the pipeline that’s unknown, sales forecasts are full of probabilities, sandbagging, and wishful thinking. But what if you could turn what’s unknown into opportunity, and …
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Posted in: Pipeline Management, Sales Management
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5 Tips to Improve Forecast Accuracy

CSO Insights recently conducted a study that resulted in some startling facts. Forecasted win rates are at an all-time low–only 44.8% of deals are won, reps aren’t making their quotas–only 51.5% do, resulting in a mere 78.5% of plan attainment …
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Posted in: Sales Forecasting
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