Sales managers can improve forecast accuracy in three steps: review your KPIs and quota progress for a period, compare rollup and adjusted forecasts in one chart to spot gaps, then adjust by stage or product in Salesforce. Automation App shows how using Sales Analytics.
Three
As a sales manager, accurate sales forecasts are challenging but critical for success. Here are three easy steps to accurate forecasting. Start by understanding your forecast and quota progress. Get a complete picture of your forecast, quota progress and key sales KPIs to understand the health of your sales in the selected time period. Alter forecast categories to see how various factors contribute to your forecast. Next, compare the rollup and adjusted forecast in a single chart. Compare the adjusted and non adjusted forecasts Quickly identify the gap between your team's aggregate roll up forecasts and your adjusted forecast. Finally, adjust your forecast based on selected criteria. Select stage and product to visually an opportunity that you think has a different forecast amount. Switch to the forecast tab on Salesforce and adjust the opportunity amount to reflect your accurate forecast. With collaborative forecasting support from Sales analytics, it's easy to go from overview to detail and adjust amounts to reflect a more accurate forecast for your team. To learn more, visit the Sales Analytics Playground.
