The Quintessential SAAS Sales Funnel

The Quintessential SAAS Sales Funnel

The SAAS sales funnel has been around for over 150 years and is still the cornerstone for building a successful sales strategy. The funnel normally includes stages of the sales cycle in which the sales reps cover a key piece of the sales process. It has been one of...
Is Sales Forecasting possible in SalesForce?

Is Sales Forecasting possible in SalesForce?

Throughout my career I’ve seen many organizations struggle to create a sustainable sales forecasting process in Salesforce. Salesforce is designed as a CRM for collecting data. But after  20 years of being in business when it comes to extract meaningful data that...
What should your sales forecasting tool should do for you?

What should your sales forecasting tool should do for you?

When it’s time to upgrade or build new sales forecasting tools and processes in your company, it’s a good idea to stop and develop some requirements. In the 8 years, I have been working as a sales data analyst, I’ve seen companies across all stages...
Aligning teams on the Sales Forecast

Aligning teams on the Sales Forecast

Sales Forecasting Aligning Finance and Sales – Deep Dive This might sound like a trite question but it’s a question that every company should ask itself and it’s a question that the company should be aligned on. I recently had a guest post on the Base CRM Blog...
Sales Forecasting – The Pipeline Methodology

Sales Forecasting – The Pipeline Methodology

Sales Forecasting Sales forecasting is one of the most powerful tools available to any business. It is said that Jeff Bezos got Amazon through the dotcom bubble due to his ability to forecast the burst and plan accordingly. It’s those that survive that are able...
How does rep experience relate to accuracy of a sales forecast?

How does rep experience relate to accuracy of a sales forecast?

When building a sales forecast, whether it’s a simple Excel table or a more sophisticated model, it’s always a good idea to think about what data are you including in it, and what information you decided to omit, for model simplicity. Salesperson’s tenure usually gets...