Sales Forecasting Without Guesswork
Sales Operations & Forecasting: leave with pipeline stage definitions, a hygiene checklist and a weighted forecast with assumptions.
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What this session would cover
Proposed outline — the mentor finalises the agenda once this topic is scheduled.
- 1Why sales operations & forecasting matters — the common problem: The pipeline is full of stale deals, so every forecast is optimistic and wrong.
- 2Core concepts in plain language: Sales process design, customer relationship management administration, pipeline stages, opportunity management, pipeline hygiene, sales forecasting
- 3Going further: forecast accuracy, pipeline coverage, sales velocity, win rates, deal reviews, territory operations
- 4Framework walkthrough: BANT, SPIN Selling, MEDDIC, Challenger Sale
- 5Practical workflow, built live: Pipeline stage definitions, a hygiene checklist and a weighted forecast with assumptions.
- 6How to measure it: Quota attainment, Win rate, Pipeline coverage, Sales cycle, Average deal size, Forecast accuracy
- 7An illustrative case (a fictional example, not a client result), then live Q&A on your own situation
Who it's for
- • Sales executives and managers
- • Founders who sell
- • Business development and account teams
You'd leave with
- Pipeline stage definitions, a hygiene checklist and a weighted forecast with assumptions.
- A working understanding of BANT and SPIN Selling
- A short list of measures to track: Quota attainment, Win rate, Pipeline coverage
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