Sales Forecasts and Pipeline Reviews: Why and How
Summary
This article outlines a five-step methodology for conducting effective sales forecasts and pipeline reviews. It emphasizes the importance of these processes for both operational efficiency (goal setting, accountability) and financial clarity (investor confidence, business understanding). The five key questions addressed are: 1) Is the sales team following the sales system? 2) Are they meeting KPIs for lead generation? 3) Are deals moving through the sales stages efficiently? 4) Can reps accurately forecast closed deals to meet quotas? and 5) What are the coachable moments for sales leadership? The article details how to track and analyze these areas, including a framework for forecasting revenue based on 'Closed won,' 'Committed,' and 'Upside' deals.