Sales Pipeline Health Check | Improving Revenue Forecasting
In today’s increasingly difficult environment, more and more companies we encounter seem to be struggling with revenue forecasting. This is not just around questions like, will the revenue come in, but when the revenue will come it.
Beacon’s proprietary approach to opportunity and account evaluation helps organizations now only objectively look at their pipeline, but it also helps them understand what holes might exist by opportunity and how to address them.
Clients’ tell us we are the only approach they have ever seen that effectively and objectively integrates the depth of client relationships with specific deliverables from across the sale cycle. We can effectively strip away the subjectivity in forecasting opportunities so that some of the following items emerge:
- What is missing? (relationships or specific work winning information)
- What actions need to be taken?
- What is your largest competitive threat and why?
- How can that threat be effectively combated?
- What is the action plan that leads you to closing the business?
- Who should execute what step and why?
- Are senior resources needed? Where? And why?
- Is this worth pursuing?
- What are the alternative strategies?
As a result, a simple Sales pipeline check can both improve the forecasting accuracy and also help identify exactly what to do next to improve the probability of winning and why.