Moe Revenue

Salesopedia Article-The Bankable Forecast

Q1 is here and staring you in the face.  As all CRO’s know, sales is a tendentious field dominated by a simple question – What have you done for me lately?  2009 is gone and the new year holds expectations for revenue improvement.  So what is your outlook for 2010?  How strong is your forecast?  More importantly, how real is your forecast?

I’ve authored another article on Salesopedia.com that discusses one of the cornerstones of our Sales Revenue System 2.0 – the Bankable Forecast.  A quick outtake:

The first step starts with defining what can be put on the forecast.  This means management must define the qualifying process starting with your Differentiating Value (what separates you from the competition and makes you worth more).  The next step is to set the bar for what has to be discussed (the critical qualifying questions or CQQ’s) regarding prospect motivation for your product, money, decision methodology and market options – what we call the 4 M’s.

You can read the entire article here on the Salesopedia.com website.  If your forecast isn’t “bankable,” perhaps we can help.