if you want to drive strategic growth through your sales organization, pay attention to these 3 areas in your revenue forecast:
When CEOs and Senior Executives look at revenue forecasts, they tend to be myopically focused on figures for the current quarter or even month. That’s a mistake. It neglects the early pipeline stages and the progressions in sales cycles that determine future value. It’s short-term thinking at its worst and puts the health of the company’s revenue stream at risk.
If you just want to have the current quarter number reported to you, read no further. But if you want to drive strategic growth through your sales organization, pay attention to these three areas in your forecast:You have a clear strategy – or you ought to – around your ideal client profile. You and your sales team are clear on the kind of company you’re pursuing and the persona or level of buyer who can authorize funds for your products and services.
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