Oct 25, 2011
Why do sales forecasts matter?
Enterprises need to focus on sales forecasts and highlight this as a key area needing attention from Sales executives and CEO(s). Visibility to important deals, deal volume, accurate tracking of deals can help organizations target resources on key deals and facilitate the movement of deals faster through their pipeline. Pipeline velocity and deal volume can be measured and reported on as key metrics. Large enterprises and small alike should have a separate deals desk assigned to track deals of significant revenue impact.