I hope you’ve enjoyed the three part series on how to forecast. It got me thinking about how do others forecast? I gave you my take and now I’d like to turn the tables around to learn how you do it too. I’m hoping enough people take it so that the results are meaningful. I will walk through the results with you all once I reach a sufficient sample size.
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As a reminder here were the 17 questions we ran through:
1. How often do you forecast? Daily? Weekly? Monthly?
2. Do you use a weighted forecast?
3. If you do, what do you weight on? (Stage, forecast category, other)
4. Do you snapshot your call each week?
5. Do you use a roll-up forecast? (Each rep makes a call and you take the sum)
6. Do you allow managers to apply judgment atop the roll-up forecast?
7. Is the judgment typically a haircut or a bump?
8. Do you send a pre-communication to improve deal hygiene heading into the forecast?
9. If so, how many business days do you grant?
10. Do you have a team standard for hygiene quality?
11. If so, tell me more.
12. Do you "lock" or "snapshot" the forecast or allow a living, breathing data input for forecast?
13. Do you a Big Deals Forecast?
14. Are the big deals removed from the normal forecast?
15. Do you provide insights to your stakeholders before going into the forecast call?
16. Do you provide questions-to-consider for your stakeholders before going into the forecast call?
17. If your sales leader is out, do you run the forecast in their absence?
But first…
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