Forecasting Focus

salespodder -

Fairly regularly I get to rant about the prevalence of all-too-abysmal forecasting routines.  A pal of mine (congrats on the new baby, Bren!) currently has his charges attribute one of these tags to deals: 

  1. Drop Dead (you don’t miss this)
  2. Commit (deals you feel will come in this month, although not 100% sure)
  3. Best Case (deals that if all the moons align and you get a tradewind behind you could make it this month)

 – Obviously 2 & 3 should become 1 & 2 the next month.

And I’m delighted to report it seems to be working well in their tech sales to CIOs.