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.
Put it on your wall…share it…admire it!
Let’s take a closer look at the four risk scenario categories. These include:
- Not applicable: When there is no risk scenario assigned, this task is unlikely to be closeable in that forecast period.
- 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.
- 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.
- 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.