Accurate forecasting is really the high art of sales. It’s a mystery that few salespeople ever master.
And although there are a few elite reps out there that can deliver shockingly accurate forecasts based solely on their ‘gut feeling,’ the majority of salespeople struggle to forecast correctly.
So, how can you know whether a deal is going to close or not? And how can you make sure you take the right steps to drive it to closure?
In the 20 years I’ve been in sales, I’ve had the chance to learn from some of the best managers and executives in the business. And they’ve taught me that there are certain elements that are common to just about every successful deal.
By having these elements in place, I was able to close more deals at higher values, within a predictable timeframe. Needless to say, my quota achievement and commissions went through the roof.