Sales forecasts are often based on how far an opportunity has progressed through the sales process, which leads to inaccurate predictions, writes David Brock. Your company may be able to improve the accuracy of its forecasts by verifying key information with prospects, Brock writes. For example, you should talk to buyers to figure out how urgent the situation is, whether they have a deadline for making a decision and whether there is strong internal support for making a change, he writes.

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