Improving Forecast Accuracy
Medical Equipment
Objective
Increase the visibility, accuracy and time horizon in the opportunity forecasting process.
Obstacles
A complex sales process and broad product family, coupled with a significant variety in customer buying patterns, made it difficult to establish consistent stages and metrics for tracking deal progress.
Approach
Research and define customer buying milestones, linked to a streamlined sales process with outcomes and exit criteria for each stage. Deployed to sales team with qualifying questions and coaching guides to enable the managers to lead adoption.
Outcome
Increased forecast accuracy 75% (to within 10%), and extended forecast horizon from 3 to 12 months.
