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The Difference Between Risk-Scenario Probability and Forecasting
Snapshots Infographics / Sales Management / Nov 28, 2016 / Posted by John Golden / 5609

The Difference Between Risk-Scenario Probability and Forecasting

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This infographic accompanies a blog post – Strengthen Your Sales Forecast with Risk Scenarios (Not Probability) by Frank Donny of Marseli. Frank knows his stuff. After all, he is the creator of the Accurate Sales Forecasting App. He asserts that probability is not the right way to go when you are looking for the most accurate sales forecast. Probability and weighing just aren’t adequate on the front line.

The infographic illustrates:

  • The four risk scenario categories
  • The group process: Collect, Review, Meet
  • Meeting outcomes and expectations

Download this actionable infographic and learn the process, step by step, that will give you the most accurate insights into your sales forecast, in the most simple and intuitive manner possible.

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Power of Risk-Scenario Forecasting

Let’s take a closer look at the four risk scenario categories. These include:

  1. Not applicable: When there is no risk scenario assigned, this task is unlikely to be closeable in that forecast period.
  2. Committed: This is the lowest amount of revenue expected for the time period. Calculate this by adding the revenue that you’ve already won, with the deals that you’ve gotten a verbal go ahead.
  3. Likely: This is everything in the committed category, plus a few other deals that are close to closing, and are likely to be completed before the end of the time period.
  4. Best case: This category is everything in the committed category, plus the deals that need a pretty significant amount of time to close.

Use these formulas to create a solid forecast. You can do this using:

  • Collect: Collect possible scenarios from educated others
  • Review: Use the “four rights,” to understand who to engage
  • Meet: Discuss with your colleagues

Download this actionable infographic for the most simple and intuitive way to learn the process. It will guide you, step by step, to the most accurate insights into your sales forecast.

About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
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FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
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