The Problem
Revenue is unpredictable. Lack of visibility into future revenue growth creates blind spots which limit productivity and interfere with your efforts to attract customers and investors.
The Solution
Create a crystal ball which gives you line-of-sight into revenue growth.
The Process
 | Gather and audit all available sales performance data & augment with industry intelligence (e.g. seasonality, buying patterns, typical sales cycle). |
 | Review current reporting practices & assumptions/methodologies for assigning revenue to open opportunities. |
 | Define scope of reporting, incl. refresh cadence, segmentation by product/business unit. |
 | Identify confidence levels for any internal data (quantitative & qualitative) feeding into sales forecast. |
 | Establish an interim testing period to retroactively compare forecast accuracy to actualized figures, revisiting methodology as necessary. |
This process includes periodic interim reviews with key stakeholders, to solicit feedback guiding the overall direction of the project.
The Results
Deliverables
- Initial pipeline overview by sales stage, including analysis of win rate, deal size and cycle duration
- Custom dashboards of approved forecasting methodology to existing CRM/business intelligence systems
- Sensitivity analysis to evaluate model’s response to changes in key assumptions/behaviors
- Testing manual to oversee accuracy tests for 1-2 quarters following deployment
Impact
- Improved sales performance through informed prioritization of revenue opportunities
- More efficient resource allocation & mitigated risk in decision making
- Greater credibility with finance team, C-suite, board and outside investors
- Improved sales team morale via more rigorous target setting
Book a free revenue strategy assessment to discuss your challenges across five revenue functions:
sales, business development, customer success, marketing and revenue operations.