Busines Cases

Intelligent Solutions for the Real World

How the company ABC is getting accurate Sales Forecasts

Unwilling to submit inaccurate forecasts to the Top Executives, the Sales Department has decided to adopt an Alignment Framework.

It’s a period of turbulence in the company. ABC wants accurate Sales Forecasts.

Based on historical data and Time Series Analysis, the Sales Director and his team create the traditional pessimistic, realistic, and optimistic scenarios and forecasts. Then the Director submits the predictions to the VP of Sales and the CEO for deliberation on the sales targets, budget, and incentive plan.

ABC works in the B2B market, selling products and services to other companies. The Sales Department uses spreadsheets and a Customer Relationship Management (CRM) system with a Sales Forecasting plugin installed to predict sales. Still, they are not satisfied with the results.

Needs and solutions

ABC’s CEO wants accurate Sales Forecasts to feed the decision process and to boost growth, efficiency, and engagement. VP wants accuracy to define the strategy, planning, and budgets to hit or exceed the goals.

Director suggests and implements the strategy, execute plans, and budget, based on the Forecast. He wants accuracy to justify the resources and feasible goals to work.

Managers and Administrators want achievable sales quotas to hit and get guidance on daily basis activities with customers and on how to input data into CRM.

The Sales Department, as a whole, wants to restore its reputation, eroded by failed Forecasts.

It came to the ABC executives that Sales Intelligence-Dynamix (SID) Framework and SID Online Toolkit meet their needs.

SID Online provides the alignment tools for Sales Forecasting, for Target and Funnel Management.

SID Online, differently from other tools, embraces the fact that high-value sales are scarcer than the low-value. It also considers that high-value deals have longer sales cycles than low-value.

These two robust common-sense pearls are vital to identify a set of exclusive SID indicators that bring accuracy and proactivity.

By uploading historical CRM sales data to SID Online, in a matter of seconds, the Sales Department gets the resolved SID indicators and the requested reports.

The Default report works with the consolidated sales, as submitted, and option reports split the uploaded deals by Region, Segment, and Period.

The SID indicators predict the TOTAL, while the Confidence Level defines the MINIMUM and MAXIMUM limits for that prediction.

The Sales Ranking Profile and Time Signature charts depict the uploaded data and the regressions.

The Director and the Sales Team can now create different Scenarios by changing the indicators and the corresponding Positioning Strategies for the next period, and SID Online responds swiftly.

The Director then submits the predictions to the Top Executives for deliberation and definition of the Sales Target.

Powerful indicators and accurate results

ABC's CEO, Sales VP, Directors, Managers, and Administrators, with the help of SID Online, can work with reliable Sales Forecasts, Position Strategies, and plans to reach or exceed the goals.

SID Online powerful indicators, Ranking Profile, and Time Signature charts are components of the SID framework.

Robust metrics are now supporting accurate Sales Forecast, strategies for Target hitting, and tactics for Funnel Management.

How the company ABC is designing strategies to hit challenging Sales Targets

Fretted by having already committed with a challenging Target, the Sales Department has adopted an Alignment Framework to create Sales Strategies.

It is a period of anxiety in the company. ABC has set the Sales Target for the next fiscal period and wants results.

But, the new Target is tough to hit. Now, the Sales Director has to return this challenging goal to the knowledge of his team, and he urges to review the sales strategies to achieve the expectations and goals.

ABC works in the B2B market, selling products and services to other companies. They are not satisfied because they don’t have a framework to align Targets and strategies.

Needs and solutions

ABC wants the Sales Department to hit Target while boosting growth, efficiency, and engagement.

VP defines the strategy, planning, and budgets to hit or exceed the goals.

Director suggests and implements the strategy, execute plans, budget. He wants to know his chances to reach Target with the available resources.

Managers and Administrators want achievable sales quotas to hit and get guidance on daily basis activities with customers and on how to input data into CRM.

The Sales Department, as a whole, wants to restore its reputation, eroded by missed Targets.

ABC executives know that Sales Intelligence-Dynamix (SID) Framework and SID Online Toolkit meet their needs.

SID Online provides the alignment tools for Target Management, Sales Forecasting, and Funnel Management.

SID Online, like no other solution in the market, entangles the SID indicators to the Positioning Strategies, such as Differentiation Leadership, Cost Leadership, and Market Share Capture. The SID Online indicators predict the TOTAL, while the Confidence Level defines the MINIMUM and MAXIMUM limits for that prediction.

The Sales Director exercises different Positioning Strategies for the next period with the Sales Team. By changing the indicators, they set the strategy and planning to hit Target based on Scenarios.

The Scenario can address the total sales of the company, or it can predict different views and strategies by splitting the Target by Region, Segment, and Period, or whatever suits the Director best.

Powerful indicators that quantify strategies

ABC's CEO, Sales VP, directors, managers, and administrators, with the help of SID Online, can now align strategy and plans to reach or exceed defined Targets.

SID Online powerful indicators, Ranking Profile, and Time Signature charts are components of the SID framework.

Robust metrics are now supporting accurate Sales Forecast, strategies for Target hitting, and tactics for Funnel Management.

How ABC is steering the Funnel Management efficiently

Determined to hit the goals, the Sales Department is managing the Funnel based on Alignment Framework.

It is a period of pressure in the company. ABC's Sales Department don't want to miss its goals, as before.

ABC works in the B2B market, selling products and services to other companies. The Sales Department uses spreadsheets and a CRM system with customer contact and scheduling tool installed.

Still, they are not completely satisfied with the results, due to the impossibility of detecting and fix anomalies in the Funnel.

Needs and solutions

The CEO wants the Sales Department to provide accurate updates on the closing deals while boosting revenue, efficiency, and engagement.

VP defines the strategy, planning, and budgets to hit or exceed the goals.

The Sales Director wants to ensure that all Sales Department members well understand the goals and action plans. He is demanding an improvement in the quality of the Funnel meetings, reduction of the time spent in discussions, and a higher win-rate.

Managers and Administrators want to hit individual quotas and get guidance on daily basis activities with customers and on how to input data into CRM.

Notably, the Sales Department, as a whole, wants to restore its reputation by providing correct updates to the Top Executives and guidance to the Managers.

ABC executives know that Sales Intelligence-Dynamix (SID) Framework and SID Online Toolkit meet their needs.

SID Online provides the alignment tolls for Funnel Management, for Sales Forecasting and Target Management.

SID Online, like no other innovation in the management of the B2B, examines the open opportunities in the CRM under the Ranking Profile and Time Signature reports, highlighting the anomalies in the Funnel.

The Target scenario defined by the Ranking Profile and Time Signature is the baseline to appraise the quality of the open opportunities. It can be evaluated as a whole or split by Region, Segment, and Period, or whatever suits the Director best.

Unobstructed vision to detect and correct anomalies

ABC's CEO, Sales VP, directors, managers, and administrators can have a healthy Funnel with the help of SID Online. They can now find anomalies, qualifying, and optimizing the use of resources to reach or to exceed the defined Targets.

SID Online powerful indicators, Ranking Profile, and Time Signature charts are components of the SID framework.

Robust metrics are now supporting accurate Sales Forecast, strategies for Target hitting, and tactics for Funnel Management.