The job of the meteorologist has evolved dramatically over the past 20 years. Advancements in predictive technology and new ways to consume the news have changed weather forecasting forever. To miss big on a major storm’s forecast, either for better or for worse, can dramatically impact many facets of our society, from our infrastructure to our safety. The spotlight has never shone more brightly on meteorologists as the visibility and accountability of their work has reached new heights.
The same can be said of those of us in sales. Modern selling professionals have every tool at their disposal to manage sales cycles: email nurturing for prospect tracking, mobile customer relationship management (CRM) for real-time updates and collaboration around opportunities, and configure, price, quote (CPQ) automation to quickly create consistent quoting and pricing for customers.
Despite all of this, sales organizations continue to struggle with variability in their forecasts, variability that can result in production issues, missed individual quotas, or can even affect a company’s stock price.
So how can you ensure that your forecasted blizzard doesn’t turn into flurries overnight?
It comes down to three key things: