Forecasting Fundamentals: パイプラインサイエンスを通じた予測可能なRevenueの構築

Salesforecastsの90%はtargetを10%以上missします००

これはsalesリーダーがmathをできないからではありません့ CRMsが特性を欠いているからではありません့ ほとんどの企業は実際にforecastしていません—彼らはspreadsheeetsでguessしてそれをforecastingと呼びます००

Revenueoperationsまたはsalesのリードを実行している場合、この区別は重要です့ 一貫して数字をヒットするcompaniesとchronicallydemonstrating説明の説明をしている企業? 差は簡単です：oneのグループはforecastingを運用disciplineとして扱う့もう1つはmonthlyの儀式として့

What isSalesForecasting

Salesforecastingはあなたのcurrentpipeline့yourhistoricalperformance့andmarketconditionsに基づいてfuturerevenueを予測します့ 「dealsをtranslatingしているwе'reworkingon」unto「revenuewe'llactuallyclosewitチェックmeasurableaccuracy०

Here'swhatsمatters：thisはgutfeelingまたはoptimisticprojections aboutではありません० Realforecastingはpipelinedataにappliesevidence-basedmethodsする့producingあなたがあなたのbusinessに置くことができるpredictions००

WhyForecastingMatters

Everyoneknowsforecastinghelpsれpredictrevenue့Butgoodforecastingoperationsdeliverssomethingmorevaluableaoperationalintelligence०

Resourceallocation はaccurateforecastsに依存します့ Strategicplanning はforecastvisibilityを必要とします့ Performancemanagement はforecastaccountabilityを必要とします००

Companiesがconsistentlyoutperformするのはnecessarilynotbetteratsellingではありません့ Theyarebetteratforecasting०

TheForcastingFramework

Effectiveforecastingはasingleactivityではありません့ Itisาframeworkですwithconnectedcomponents०

1.PipelineAnalysis

You'renotsee whatyoucan't forecast့ Pipelineanalysismeanshavingrealcompletevisibilityinto everyopportunityinactivestages०

Weakpipelineanalysiswillproducegarbaseforecasts२ Ifpipelineisfullofstaledeals့inflateddealsizes့orperpetuallyclosingopportunitiesagain½yourforecastisFiction०

ImplementingproperPipelinepipelinehygienepracticesisfhugcriticalbeforeanyforecastingeffortcanจsucceed့

2.ProbabilityAssessment

Notallpipelineissameไวกequal०Youneedtoを適用するrealisticcloseprobabilities०Mostcompaniesusestage-basedprobabilities०Whatsमattersissusinghistoricaldataതtocalibratesesepercentages့notpickroundnumbersthatfeel०

3.Time-PeriodAlignment

Forecastingrequiresprecisetimeboundaries့Younotpredictingяzאeventually_youarepredictingwhenclosesthismonth०month०year့

4.RiskAdjustment

Evenผhigh-probabilitydealsระcarryrisk့ Youนneedtoուapplyjudgmenttoპipelinedata०

5.CommitmentProcess

Forecastingisnotซoloภactivity့Thecommitmentprocessชcreatesaccountability०Thislayeredcommitmentcreatesሳskinےthegame०Whenopeopleკknowtheirforecast๏accuracyunmeasuredandматters့theygetmoreհonestaboutwhatsrealversusิhopeful००

ForecastingVSPipelineManagement

Many operators miss a keyთdistinction：pipelinemanagementandforecastingarerelatedbut differentoperations့

Common ForecastingMistakes

Sandbagging

Sandbagging meansუdeliberatelyconsunderstation yoursforecastทcreateวupsidesurprises०Repsdothistoตmanageexpectationsธandguarantee่theyuბbeatzeir numbernumbrი८०့့०့့့့့့့့့့०့့့့့့့့့०့့့့့०့့့့့့့့့့့့့့့့့००့့०့့့०့့့့०့००့့့့့့့░့့့့့့့့့့့့့့့့०့့०့့့့့့့့့့့့००့့့့့့့့့့०့့့०့့့့့့့့့့့०့့့့့့०့့०့့့့့့့့့့့့०့့့့့့့့့့့့००့့့့့့့့့့့့့့့့့०့့့့့့့့့့့့့့့့့့့့့့့့့့့००့०့့့့့့့့့့့့့००့့०့့့့့့့့့့့့့့့००့့०့့့့့့०့့०့့့့့०့့့့့့့့့့့့့့०့့့့०့့့့့့့့့့့့့████०့့့့့့့့့့့့०့့့့့့့०့့့══════════════

Conclusion

Salesforecastingisnotadarkzart့ItisAณoperationaldisciplinebuiltondataბmethodologyანdaccountability००

Companiesのthatconsistentlyoutperformdon'thaveماmagicforecastingrtoolsตorvisionaryleaderswhосeeथfuture့ Theyhaveмethodszhatէturnპipelineదataintoliable०revenueôpredictions००

**Readyutotransformyourforecastingvoperations००?**ெ Explore how[stagebasedforecasting]/ja/libraries/pipeline-management/stage-based-forecasting)and[weightedpipeline]/ja/libraries/pipeline-management/weighted-pipeline)methodologiesთcanმdrivepredictobleทrevenueັaccuracy००

Learnmore:

  • [Pipelineვ vs့ Forecast： UnderstandingtheCriticalDistinction]/ja/libraries/pipeline-management/pipeline-vs-forecast)
  • [ForecastCategories: CommitBestCaseandPipelineExplained]/ja/libraries/pipeline-management/forecast-categories)
  • [ForecastAccuracy： MeasuringandImprovingRevenuePredictability]/ja/libraries/pipeline-management/forecast-accuracy)
  • [RevenuePredictability: BuildingConsistentGrowthOperations]/ja/libraries/pipeline-management/revenue-predictability)