Can a more accurate sales forecasting process help in pulling in more revenue for businesses? Keep reading to check out these six strategies today. RELATED: The Six Principles Of Sales Forecasting In this article: How Sales Forecasting Affects A Business’ Decision-Making Process The Importance of Sales Forecasting Ensure Sales Reps Maintain Accurate CRM Data Make…

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Sales teams may perform actions that can have a negative impact on the sales pipeline and revenue forecasts. Here are four common ones. In this article: Reps Make Mistakes – A Lot of Them The Four Bad Behaviors That Mess Up Sales Pipeline and Forecasting Pipeline Stuffing Sandbagging Deals Overestimating Deal Size Underestimating Sales Opportunities…

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You’ve probably heard that sales people are not good at forecasting. Maybe you’ve heard stats from surveys where sales leaders guess their accuracy and, like me, you’ve wondered, “is really true? Can only 45.8% of deals be forecasted accurately?” That’s no better than flipping a coin. What makes sales forecasting so difficult? Is it the…

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Ever had that one deal that you’ve been chasing for months, and keeps slipping from quarter to quarter in your pipeline, but never closing? We call it a ‘zombie’ deal, the sales deal that never dies– and unfortunately, the one that doesn’t let you focus on the things that matter. Cleaning up the sales pipeline…

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Pipeline review calls can be unpleasant for both sales managers and sales representatives– if you don’t have the right technology for them. Sales leaders often spend an inordinate amount of time just collecting data for these calls, which is aggregated into a simple spreadsheet. But the data they DO get is most of the time…

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At the end of the quarter, many companies will find themselves desperately trying to reach sales targets by closing last-minute deals. This can all be avoided by creating a sales forecasting strategy that works. Sales forecasting is the process which shows the level of sales an organization expects to achieve. Gabe Larsen, VP of XANT…

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Even with all its metrics and indicators, sales is very subjective. Despite the advances in online procurement, there are still many businesses that rely on human-to-human contact to make sales. And humans are prone to making judgments based on emotions. We’re all familiar with conversations we’ve had with managers or reps who rely too heavily…

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XANT is currently engaged with thousands of companies, working to equip their sales teams with the latest in predictive sales capabilities. Through our interactions with these customers, XANT has noticed that as the forecasting abilities within organizations mature, they each follow a similar journey. If you’re looking to adopt a predictive forecasting solution for your…

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Sales commission is tied to the percentage of your quota you achieve. With that in mind, sales reps are often hesitant to commit to anything, preferring to under-commit and over-deliver. While playing it safe is understandable, it makes sales forecasting unpredictable and difficult to manage. All too often, managers and sales reps are left guessing…

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How accurate and actionable are your sales forecasts? Research conducted by C9, which is now part of XANT, reveals that sales reps often delay committing to winnable deals. Sales reps tend to only commit to deals they feel confident about, but that leaves a lot of winnable deals uncommitted, especially early in a quarter. The…

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