SlideShare a Scribd company logo
1 of 30
Download to read offline
© 2017 ValueSelling Associates, Inc. All rights reserved.
Can better
forecasting
improve sales
performance?
JULY 20, 2017
Carlos Nouche, Vice President
Visualize, a leading ValueSelling provider
This document contains proprietary information of ValueSelling Associates. Its receipt or
possession does not convey any rights to reproduce or disclose its contents or to
manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without
specific written authorization of ValueSelling Associates is strictly forbidden.
© 2017 ValueSelling Associates, Inc. All rights reserved.
Today’s Agenda
The importance of forecasting: to you & to your organization
Leveraging the ValueSelling Framework for forecasting
The Value Buying process
Using the Opportunity Checklist
Opportunity Assessment tool to identify and reduce risk
© 2017 ValueSelling Associates, Inc. All rights reserved.
Why?
Answers
© 2017 ValueSelling Associates, Inc. All rights reserved.
• I was told to attend.
• When I have deals slip and no
other way to cover, it is costly and
often embarrassing.
• I’m pretty good at hitting the
number but my manager is a
stickler if what we call doesn’t
close…especially if deals come in
that weren’t identified.
• I want to get better.
• If I can improve my ability to qualify,
I can spend time on deals that have a
higher probability of closing.
• I just want my manager off my back!
• I want to make more $.
• I want to move into management.
• As the CRO, I need to answer to the
board/private equity management.
© 2017 ValueSelling Associates, Inc. All rights reserved.
Seller – YTD Performance
Ahead
Behind
On Target
Where are you?
Accelerate - $$/Time off
Demonstrate competency
Work smarter
What do you want?
Every minute counts
Searching under every stone
Improve odds of winning
Forecasting?
© 2017 ValueSelling Associates, Inc. All rights reserved.
Surprises are
for birthday parties…
© 2017 ValueSelling Associates, Inc. All rights reserved.
No
Decisions Wins
Losses
Of companies can get
within +/- 5% accuracy
for 90-day forecast*
10%
Of companies report
average win rate of
less than 25%*
50%
*Source: SiriusDecisions
© 2017 ValueSelling Associates, Inc. All rights reserved.
Percentofrespondents
Insufficient,
inaccurate data
on pipeline
10%
20%
30%
40%
50%
Over-
confidence
Lack of rep
accountability
Lack of
manager
enforcement
Don’t
understand
probability of
closing
No formal
process to
identify sales
stages
42%
40%
35%
34%
23% 22%
*Source: Aberdeen Group, July 2015
Why can’t we forecast accurately?
Who’s
Missing
Their
Forecasts?
© 2017 ValueSelling Associates, Inc. All rights reserved.
Saks owner Hudson's Bay to
cut 2,000 jobs as loss widens
more than expected
Lowe's stock falls on earnings,
sales miss
Dick's Sporting Goods' stock
tumbles on weak sales, tracking
for biggest 1-day drop in 3 years
Macy's shares plunge after huge
earnings, sales miss; shows
recovery a long way off
JC Penney's stock hits all-time
low on widening net loss,
weaker sales traffic
Time Inc. slashes dividend,
posts another drop in sales
Disney dips after
revenue miss
Apple misses on iPhone
shipments, stock drops
© 2017 ValueSelling Associates, Inc. All rights reserved.
Leveraging the
ValueSelling
Framework
© 2017 ValueSelling Associates, Inc. All rights reserved.
© 2017 ValueSelling Associates, Inc. All rights reserved.
Leveraging the ValueSelling Framework for forecasting
Problem
Challenges that prevent them from being able to
satisfactorily deal with or resolve business issues
Business Issue
What customer needs to accomplish to
maintain or grow their business (profits or
mission)
Business Objective
We don’t create value, we uncover it and connect to it
What customers need to address and
resolve to achieve business objectives
(measurable)
Problem
CEO/OWNER
SVP/EVP
VICE
PRESIDENT
DIRECTOR
MANAGER
WORKER
SUBORDINATE
Problem
Business
Issue
Business
Objective
$
PROFIT
Corporate Pyramid
“Scheme”
© 2017 ValueSelling Associates, Inc. All rights reserved.
Uncovering a Business Issue
When a prospect states
they need a solution… …Ask WHY, WHY, and
WHY?
Be Curious!
© 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
Characteristics of a Business Issue
Measurable
Time-bound
The individual’s # 1 priority
Polling Question:
© 2017 ValueSelling Associates, Inc. All rights reserved.
Choose which of the following are business issues:
 Outdated user experience
 High cost of internal IT resources
 Poor customer engagement
 Lack of cloud storage
 Driving 150% revenue growth by EOY
Polling Question:
© 2017 ValueSelling Associates, Inc. All rights reserved.
Choose which of the following are business issues:
 Outdated user experience
 High cost of internal IT resources
 Poor customer engagement
 Lack of cloud storage
 Driving 150% revenue growth by EOY
The Value Buying Process™
PLAN
POWERVALUE
SOLUTIONPROBLEM
BUSINESS ISSUE
Differentiated
VisionMatch™
CONFIRM
© 2017 ValueSelling Associates, Inc. All rights reserved.
1. What are the top line critical BUSINESS ISSUES driving urgency?
2. What are our Differentiated challenges/obstacles (PROBLEMS)?
3. How do we uniquely solve them (SOLUTIONS)?
4. What are the measurable outcomes to justify the purchase/project (VALUE)?
5. Who’s involved (POWER) and have we engaged?
6. What are the mutual steps to achieve the outcomes (PLAN)?
Opportunity Checklist
How to identify risk factors
to drive better forecasting
© 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
Opportunity Deal
Assessment
© 2017 ValueSelling Associates, Inc. All rights reserved.
Qualified Prospect = VisionMatchD x Value x Power x Plan®
Short Assessment Tool
Inspection Questions Sanity Check 100% Needs
Work
What is the Business Issue? Is it a critical Business Issue vs. a
problem or technical issue?
What are the unique Problems we solve? Is there a differentiated VisionMatch
with Power? (VMd)
What is the value? Is it quantifiable? (BV)
Is personal value identified? (PV)
What level of access do we have? Does the $ sign off authority match?
(Po)
Is the plan in writing? Is the plan mutual and agreed upon?
(PI)
© 2017 ValueSelling Associates, Inc. All rights reserved.
Forecast Report and Coaching
Opportunity
Name
Close Date Size Business Issue Differentiation
(VMd)
Value
(PV/BV)
Power Plan
Disappointment Drill
© 2017 ValueSelling Associates, Inc. All rights reserved.
Step 1: Our Sponsor on the deal we’ve been
anticipating just called to inform us that
they’ve chosen our competitor. It’s over.
Step 2: Think of all the things that you might
have done, if you had the chance.
Step 3: Now do that.
© 2017 ValueSelling Associates, Inc. All rights reserved.
John Naisbitt
The most reliable
way to forecast
the future is to
try to understand
the present.
In Summary
© 2017 ValueSelling Associates, Inc. All rights reserved.
Lessons learned
• Forecasting is key to sales success, both as an individual contributor and as a sales leader.
• When forecasting, have a checklist so that you can review any missing item and drive a more
consistent result.
• When reviewing your deals, everyone knows you did your best and worked hard. What they want
to know is what are the possible risk factors that may cause it not to come in. Allow yourself to
get help and see new perspectives.
• It is about continual improvement. (Getting better every day!)
© 2017 ValueSelling Associates, Inc. All rights reserved.
© 2017 ValueSelling Associates, Inc. All rights reserved.
At the end of today’s webinar
Go to valueselling.com > resources > webinars
to download today’s slides
© 2017 ValueSelling Associates, Inc. All rights reserved.
6 Ways to Increase Prospecting Effectiveness
August 17 | 10:00 AM Pacific
Save the date!
© 2017 ValueSelling Associates, Inc. All rights reserved.
Follow us!
© 2017 ValueSelling Associates, Inc. All rights reserved.
For further assistance:
Carlos Nouche
Vice President
Carlos@visualize.com
1.888.88.GOALS (46257)
678.464.1238 mobile

More Related Content

What's hot

Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Genevieve Ruth Seimears
 
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”ValueSelling Associates, Inc.
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineValueSelling Associates, Inc.
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility ValueSelling Associates, Inc.
 
Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®ValueSelling Associates, Inc.
 
Webinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongWebinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongValueSelling Associates, Inc.
 
Your checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarterYour checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarterValueSelling Associates, Inc.
 
Social Selling: Finding Prospects Online to Engage Them Offline
Social Selling: Finding Prospects Online to Engage Them OfflineSocial Selling: Finding Prospects Online to Engage Them Offline
Social Selling: Finding Prospects Online to Engage Them OfflineValueSelling Associates, Inc.
 
the Five Fallacies of Private Equity Fundraising
the Five Fallacies of Private Equity Fundraisingthe Five Fallacies of Private Equity Fundraising
the Five Fallacies of Private Equity FundraisingJen Hutter
 
6 Steps to High Performing Teams
6 Steps to High Performing Teams6 Steps to High Performing Teams
6 Steps to High Performing TeamsPaul (E) Kilzer
 

What's hot (20)

Boost Business Acumen & Build Your Credibility
Boost Business Acumen & Build Your CredibilityBoost Business Acumen & Build Your Credibility
Boost Business Acumen & Build Your Credibility
 
Switch It Up: Focus On Value Rather Than Price
Switch It Up: Focus On Value Rather Than PriceSwitch It Up: Focus On Value Rather Than Price
Switch It Up: Focus On Value Rather Than Price
 
Getting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not YetGetting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not Yet
 
Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?
 
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
 
Increase Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InIncrease Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning In
 
Are you winning or just winging it?
Are you winning or just winging it?Are you winning or just winging it?
Are you winning or just winging it?
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility
 
Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®Building an Effective Playbook with the ValueSelling Framework®
Building an Effective Playbook with the ValueSelling Framework®
 
Engage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsEngage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better Questions
 
VSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmVSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe Confirm
 
Webinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongWebinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year Strong
 
Your checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarterYour checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarter
 
Social Selling: Finding Prospects Online to Engage Them Offline
Social Selling: Finding Prospects Online to Engage Them OfflineSocial Selling: Finding Prospects Online to Engage Them Offline
Social Selling: Finding Prospects Online to Engage Them Offline
 
Tuned In or Tuned Out to Your Client?
Tuned In or Tuned Out to Your Client?Tuned In or Tuned Out to Your Client?
Tuned In or Tuned Out to Your Client?
 
the Five Fallacies of Private Equity Fundraising
the Five Fallacies of Private Equity Fundraisingthe Five Fallacies of Private Equity Fundraising
the Five Fallacies of Private Equity Fundraising
 
ABM for Sales: Double Your Deal Size
ABM for Sales: Double Your Deal SizeABM for Sales: Double Your Deal Size
ABM for Sales: Double Your Deal Size
 
7 Actionable Habits of Top Performers
7 Actionable Habits of Top Performers7 Actionable Habits of Top Performers
7 Actionable Habits of Top Performers
 
6 Steps to High Performing Teams
6 Steps to High Performing Teams6 Steps to High Performing Teams
6 Steps to High Performing Teams
 

Similar to Can Better Forecasting Improve Sales Performance?

Perks WW 10 Employee Recognition Program Best Practices Webinar
Perks WW 10 Employee Recognition Program Best Practices WebinarPerks WW 10 Employee Recognition Program Best Practices Webinar
Perks WW 10 Employee Recognition Program Best Practices WebinarDeb Broderson
 
Accelerating Sourcing to Reduce Costs & Capture New Benefits
Accelerating Sourcing to Reduce Costs & Capture New BenefitsAccelerating Sourcing to Reduce Costs & Capture New Benefits
Accelerating Sourcing to Reduce Costs & Capture New BenefitsAtul Vashistha
 
Pulse On Tour: Tel Aviv | Presentation
Pulse On Tour: Tel Aviv | PresentationPulse On Tour: Tel Aviv | Presentation
Pulse On Tour: Tel Aviv | PresentationGainsight
 
Reducing the Risk of Failure in Complex High-Stakes B2B Sales
Reducing the Risk of Failure in Complex High-Stakes B2B SalesReducing the Risk of Failure in Complex High-Stakes B2B Sales
Reducing the Risk of Failure in Complex High-Stakes B2B SalesInflexion-Point Strategy Partners
 
Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...
Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...
Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...Integrity Solutions
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessValueSelling Associates, Inc.
 
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...AchieveIt
 
Plays for Revenue Success
Plays for Revenue Success Plays for Revenue Success
Plays for Revenue Success Lattice Engines
 
ABM: Your Secret Weapon for Sales & Marketing Partnership
ABM: Your Secret Weapon for Sales & Marketing PartnershipABM: Your Secret Weapon for Sales & Marketing Partnership
ABM: Your Secret Weapon for Sales & Marketing PartnershipMarketo
 
Analytics - Moneyball for hr June 2017
Analytics - Moneyball for hr   June 2017Analytics - Moneyball for hr   June 2017
Analytics - Moneyball for hr June 2017Daryl Hiddema
 
Seeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More Wisely
Seeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More WiselySeeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More Wisely
Seeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More Wiselyaccenture
 
Strategic Capital Partners Pitch Deck
Strategic Capital Partners Pitch DeckStrategic Capital Partners Pitch Deck
Strategic Capital Partners Pitch DeckRyan Ridgway
 
Laser App Conference 2017 - Jennifer Feinerman, Albridge Solutions
Laser App Conference 2017 - Jennifer Feinerman, Albridge SolutionsLaser App Conference 2017 - Jennifer Feinerman, Albridge Solutions
Laser App Conference 2017 - Jennifer Feinerman, Albridge SolutionsLaser App Software
 
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineGet on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineValueSelling Associates, Inc.
 
Best Practices in Demand Planning and Sales Forecasting
Best Practices in Demand Planning and Sales ForecastingBest Practices in Demand Planning and Sales Forecasting
Best Practices in Demand Planning and Sales ForecastingHatim Ratlami
 
How to Build an Employer Brand from Scratch
How to Build an Employer Brand from ScratchHow to Build an Employer Brand from Scratch
How to Build an Employer Brand from ScratchGlassdoor
 
Is ABM Right For You?
Is ABM Right For You?Is ABM Right For You?
Is ABM Right For You?DemandGen
 
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyThe Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyValueSelling Associates, Inc.
 
5 tips als je nu wilt starten met digital marketing analytics
5 tips als je nu wilt starten met digital marketing analytics5 tips als je nu wilt starten met digital marketing analytics
5 tips als je nu wilt starten met digital marketing analyticsAvanade Nederland
 

Similar to Can Better Forecasting Improve Sales Performance? (20)

Perks WW 10 Employee Recognition Program Best Practices Webinar
Perks WW 10 Employee Recognition Program Best Practices WebinarPerks WW 10 Employee Recognition Program Best Practices Webinar
Perks WW 10 Employee Recognition Program Best Practices Webinar
 
Accelerating Sourcing to Reduce Costs & Capture New Benefits
Accelerating Sourcing to Reduce Costs & Capture New BenefitsAccelerating Sourcing to Reduce Costs & Capture New Benefits
Accelerating Sourcing to Reduce Costs & Capture New Benefits
 
Pulse On Tour: Tel Aviv | Presentation
Pulse On Tour: Tel Aviv | PresentationPulse On Tour: Tel Aviv | Presentation
Pulse On Tour: Tel Aviv | Presentation
 
Reducing the Risk of Failure in Complex High-Stakes B2B Sales
Reducing the Risk of Failure in Complex High-Stakes B2B SalesReducing the Risk of Failure in Complex High-Stakes B2B Sales
Reducing the Risk of Failure in Complex High-Stakes B2B Sales
 
Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...
Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...
Igniting Sales: Surprising New Insights About How Top-Performing Companies Bu...
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their Business
 
Closing: Take Control of When They Buy
Closing: Take Control of When They BuyClosing: Take Control of When They Buy
Closing: Take Control of When They Buy
 
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
 
Plays for Revenue Success
Plays for Revenue Success Plays for Revenue Success
Plays for Revenue Success
 
ABM: Your Secret Weapon for Sales & Marketing Partnership
ABM: Your Secret Weapon for Sales & Marketing PartnershipABM: Your Secret Weapon for Sales & Marketing Partnership
ABM: Your Secret Weapon for Sales & Marketing Partnership
 
Analytics - Moneyball for hr June 2017
Analytics - Moneyball for hr   June 2017Analytics - Moneyball for hr   June 2017
Analytics - Moneyball for hr June 2017
 
Seeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More Wisely
Seeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More WiselySeeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More Wisely
Seeing Beyond The Loyalty Illusion In Germany: It’s Time You Invest More Wisely
 
Strategic Capital Partners Pitch Deck
Strategic Capital Partners Pitch DeckStrategic Capital Partners Pitch Deck
Strategic Capital Partners Pitch Deck
 
Laser App Conference 2017 - Jennifer Feinerman, Albridge Solutions
Laser App Conference 2017 - Jennifer Feinerman, Albridge SolutionsLaser App Conference 2017 - Jennifer Feinerman, Albridge Solutions
Laser App Conference 2017 - Jennifer Feinerman, Albridge Solutions
 
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineGet on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
 
Best Practices in Demand Planning and Sales Forecasting
Best Practices in Demand Planning and Sales ForecastingBest Practices in Demand Planning and Sales Forecasting
Best Practices in Demand Planning and Sales Forecasting
 
How to Build an Employer Brand from Scratch
How to Build an Employer Brand from ScratchHow to Build an Employer Brand from Scratch
How to Build an Employer Brand from Scratch
 
Is ABM Right For You?
Is ABM Right For You?Is ABM Right For You?
Is ABM Right For You?
 
The Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating EmpathyThe Keys to Building Trust and Demonstrating Empathy
The Keys to Building Trust and Demonstrating Empathy
 
5 tips als je nu wilt starten met digital marketing analytics
5 tips als je nu wilt starten met digital marketing analytics5 tips als je nu wilt starten met digital marketing analytics
5 tips als je nu wilt starten met digital marketing analytics
 

More from ValueSelling Associates, Inc.

Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.ValueSelling Associates, Inc.
 
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGTOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGValueSelling Associates, Inc.
 
How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times ValueSelling Associates, Inc.
 
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGCreating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGValueSelling Associates, Inc.
 
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...ValueSelling Associates, Inc.
 
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERFYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERValueSelling Associates, Inc.
 
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINECRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINEValueSelling Associates, Inc.
 
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueCreating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueValueSelling Associates, Inc.
 
Webinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceWebinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceValueSelling Associates, Inc.
 
Torne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorTorne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorValueSelling Associates, Inc.
 
Renewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rateRenewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rateValueSelling Associates, Inc.
 

More from ValueSelling Associates, Inc. (20)

Kunden halten, durchdringen und weiterentwickeln
Kunden halten, durchdringen und weiterentwickelnKunden halten, durchdringen und weiterentwickeln
Kunden halten, durchdringen und weiterentwickeln
 
Measuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that MatterMeasuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that Matter
 
7 Habits of Top Sales Performers
7 Habits of Top Sales Performers7 Habits of Top Sales Performers
7 Habits of Top Sales Performers
 
7 Verhaltensmuster r von Top Performern
7 Verhaltensmuster r von Top Performern7 Verhaltensmuster r von Top Performern
7 Verhaltensmuster r von Top Performern
 
Checklist to Close the Quarter & Year
Checklist to Close the Quarter & YearChecklist to Close the Quarter & Year
Checklist to Close the Quarter & Year
 
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
 
Selling To the C-suite
Selling To the C-suiteSelling To the C-suite
Selling To the C-suite
 
5-STEP PROCESS FOR HANDLING OBJECTIONS
5-STEP PROCESS FOR HANDLING OBJECTIONS5-STEP PROCESS FOR HANDLING OBJECTIONS
5-STEP PROCESS FOR HANDLING OBJECTIONS
 
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGTOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
 
How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times
 
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGCreating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
 
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
 
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERFYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
 
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINECRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
 
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueCreating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
 
Webinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceWebinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrence
 
Be the Best Choice by Differentiating on Value
Be the Best Choice by Differentiating on ValueBe the Best Choice by Differentiating on Value
Be the Best Choice by Differentiating on Value
 
Vsa webinar 0321_presentation german
Vsa webinar 0321_presentation germanVsa webinar 0321_presentation german
Vsa webinar 0321_presentation german
 
Torne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorTorne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em Valor
 
Renewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rateRenewal Sales And Account Management: 5 keys to improving your retention rate
Renewal Sales And Account Management: 5 keys to improving your retention rate
 

Can Better Forecasting Improve Sales Performance?

  • 1. © 2017 ValueSelling Associates, Inc. All rights reserved. Can better forecasting improve sales performance? JULY 20, 2017 Carlos Nouche, Vice President Visualize, a leading ValueSelling provider This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
  • 2. © 2017 ValueSelling Associates, Inc. All rights reserved. Today’s Agenda The importance of forecasting: to you & to your organization Leveraging the ValueSelling Framework for forecasting The Value Buying process Using the Opportunity Checklist Opportunity Assessment tool to identify and reduce risk
  • 3. © 2017 ValueSelling Associates, Inc. All rights reserved. Why?
  • 4. Answers © 2017 ValueSelling Associates, Inc. All rights reserved. • I was told to attend. • When I have deals slip and no other way to cover, it is costly and often embarrassing. • I’m pretty good at hitting the number but my manager is a stickler if what we call doesn’t close…especially if deals come in that weren’t identified. • I want to get better. • If I can improve my ability to qualify, I can spend time on deals that have a higher probability of closing. • I just want my manager off my back! • I want to make more $. • I want to move into management. • As the CRO, I need to answer to the board/private equity management.
  • 5. © 2017 ValueSelling Associates, Inc. All rights reserved. Seller – YTD Performance Ahead Behind On Target Where are you? Accelerate - $$/Time off Demonstrate competency Work smarter What do you want? Every minute counts Searching under every stone Improve odds of winning Forecasting?
  • 6. © 2017 ValueSelling Associates, Inc. All rights reserved. Surprises are for birthday parties…
  • 7. © 2017 ValueSelling Associates, Inc. All rights reserved. No Decisions Wins Losses Of companies can get within +/- 5% accuracy for 90-day forecast* 10% Of companies report average win rate of less than 25%* 50% *Source: SiriusDecisions
  • 8. © 2017 ValueSelling Associates, Inc. All rights reserved. Percentofrespondents Insufficient, inaccurate data on pipeline 10% 20% 30% 40% 50% Over- confidence Lack of rep accountability Lack of manager enforcement Don’t understand probability of closing No formal process to identify sales stages 42% 40% 35% 34% 23% 22% *Source: Aberdeen Group, July 2015 Why can’t we forecast accurately?
  • 9. Who’s Missing Their Forecasts? © 2017 ValueSelling Associates, Inc. All rights reserved. Saks owner Hudson's Bay to cut 2,000 jobs as loss widens more than expected Lowe's stock falls on earnings, sales miss Dick's Sporting Goods' stock tumbles on weak sales, tracking for biggest 1-day drop in 3 years Macy's shares plunge after huge earnings, sales miss; shows recovery a long way off JC Penney's stock hits all-time low on widening net loss, weaker sales traffic Time Inc. slashes dividend, posts another drop in sales Disney dips after revenue miss Apple misses on iPhone shipments, stock drops
  • 10. © 2017 ValueSelling Associates, Inc. All rights reserved. Leveraging the ValueSelling Framework
  • 11. © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 12. © 2017 ValueSelling Associates, Inc. All rights reserved. Leveraging the ValueSelling Framework for forecasting Problem Challenges that prevent them from being able to satisfactorily deal with or resolve business issues Business Issue What customer needs to accomplish to maintain or grow their business (profits or mission) Business Objective We don’t create value, we uncover it and connect to it What customers need to address and resolve to achieve business objectives (measurable)
  • 14. © 2017 ValueSelling Associates, Inc. All rights reserved. Uncovering a Business Issue When a prospect states they need a solution… …Ask WHY, WHY, and WHY? Be Curious!
  • 15. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved. Characteristics of a Business Issue Measurable Time-bound The individual’s # 1 priority
  • 16. Polling Question: © 2017 ValueSelling Associates, Inc. All rights reserved. Choose which of the following are business issues:  Outdated user experience  High cost of internal IT resources  Poor customer engagement  Lack of cloud storage  Driving 150% revenue growth by EOY
  • 17. Polling Question: © 2017 ValueSelling Associates, Inc. All rights reserved. Choose which of the following are business issues:  Outdated user experience  High cost of internal IT resources  Poor customer engagement  Lack of cloud storage  Driving 150% revenue growth by EOY
  • 18. The Value Buying Process™ PLAN POWERVALUE SOLUTIONPROBLEM BUSINESS ISSUE Differentiated VisionMatch™ CONFIRM
  • 19. © 2017 ValueSelling Associates, Inc. All rights reserved. 1. What are the top line critical BUSINESS ISSUES driving urgency? 2. What are our Differentiated challenges/obstacles (PROBLEMS)? 3. How do we uniquely solve them (SOLUTIONS)? 4. What are the measurable outcomes to justify the purchase/project (VALUE)? 5. Who’s involved (POWER) and have we engaged? 6. What are the mutual steps to achieve the outcomes (PLAN)? Opportunity Checklist
  • 20. How to identify risk factors to drive better forecasting © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved. Opportunity Deal Assessment
  • 21. © 2017 ValueSelling Associates, Inc. All rights reserved. Qualified Prospect = VisionMatchD x Value x Power x Plan® Short Assessment Tool Inspection Questions Sanity Check 100% Needs Work What is the Business Issue? Is it a critical Business Issue vs. a problem or technical issue? What are the unique Problems we solve? Is there a differentiated VisionMatch with Power? (VMd) What is the value? Is it quantifiable? (BV) Is personal value identified? (PV) What level of access do we have? Does the $ sign off authority match? (Po) Is the plan in writing? Is the plan mutual and agreed upon? (PI)
  • 22. © 2017 ValueSelling Associates, Inc. All rights reserved. Forecast Report and Coaching Opportunity Name Close Date Size Business Issue Differentiation (VMd) Value (PV/BV) Power Plan
  • 23. Disappointment Drill © 2017 ValueSelling Associates, Inc. All rights reserved. Step 1: Our Sponsor on the deal we’ve been anticipating just called to inform us that they’ve chosen our competitor. It’s over. Step 2: Think of all the things that you might have done, if you had the chance. Step 3: Now do that.
  • 24. © 2017 ValueSelling Associates, Inc. All rights reserved. John Naisbitt The most reliable way to forecast the future is to try to understand the present.
  • 25. In Summary © 2017 ValueSelling Associates, Inc. All rights reserved. Lessons learned • Forecasting is key to sales success, both as an individual contributor and as a sales leader. • When forecasting, have a checklist so that you can review any missing item and drive a more consistent result. • When reviewing your deals, everyone knows you did your best and worked hard. What they want to know is what are the possible risk factors that may cause it not to come in. Allow yourself to get help and see new perspectives. • It is about continual improvement. (Getting better every day!)
  • 26. © 2017 ValueSelling Associates, Inc. All rights reserved.
  • 27. © 2017 ValueSelling Associates, Inc. All rights reserved. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides
  • 28. © 2017 ValueSelling Associates, Inc. All rights reserved. 6 Ways to Increase Prospecting Effectiveness August 17 | 10:00 AM Pacific Save the date!
  • 29. © 2017 ValueSelling Associates, Inc. All rights reserved. Follow us!
  • 30. © 2017 ValueSelling Associates, Inc. All rights reserved. For further assistance: Carlos Nouche Vice President Carlos@visualize.com 1.888.88.GOALS (46257) 678.464.1238 mobile