Forecasting is not just another report!

Have you ever been thrilled to blow past your quota and forecast but discovered that your management was not as excited as you expected? You worked months expecting to hear waves of congratulations, thinking about how you would be asked to teach your co-workers your secrets to success and maybe even erect a statue outside the corporate headquarters in your honor. But to your amazement, the response from upper management left you feeling underwhelmed.

Let me be the first to congratulate you for killing your quota! But you should have noticed your forecast! This may seem fantastic, but it may create a big problem for your company. Successful salespeople know that forecasting is not just another report. They know that upper management relies on your forecasts to plan and decide how to conduct business and allocate resources. What you provide is the GPS for decisions about materials and production. If you accurately forecast every one of your accounts, no one gets ambushed with any surprises, and best of all, you will be able to deliver on the promises made to your customers.

How does accurate forecasting benefit you?

• It accelerates the sales cycle.
• It helps you build a proactive plan and determine what to do.
• Highlights what is missing in the sales process.
• It helps management know how to support you.
• It shows you are a good communicator.
• It proves you understand what is happening with your accounts.
• It shows you are dependable.
• It helps you build trust. You will be trustworthy.
• Resources and materials will be available for what you've sold.
• Your customers get what they need.

Your accurate forecast is the oil that keeps your company's wheels of commerce spinning. It allows your company to fulfill the promises made to your customers. So don't let inaccurate forecasts impede your ability to serve your customers best.