From Commit to Close: Building a Bulletproof Sales Forecast w/ Taylor Wilding (Lead) Ep. 273
Update: 2024-12-19
Description
Get your forecasting resources
ACTIONABLE TAKEAWAYS
Commit Deal Essentials: Reps must report four details for commit deals: dollar amount, close date, economic buyer, and their engagement. If not engaged, share the plan to involve them.
Three Forecast Methods: Use a top-down pipeline view, a bottoms-up deal analysis, and AI tools for better forecast accuracy. Combining these improves reliability.
Quarterly Milestones: By month one, secure 50% of forecasted deals. Month two should see 60% closed, leading to 100% by month three.
Prioritize Best Case Deals: Spend less time on commits with clear criteria. Focus on best-case deals and strategies to convert a few more into wins.
TAYLOR'S PATH TO PRESIDENTS CLUB:
- VP of Sales @ Xactly
- RVP, Sales - NA Growth & Commercial @ Xactly
- RVP, Sales - West & NA Growth
- Head of GTM @ roOomy
RESOURCES DISCUSSED:
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