Historical Data Required for Sales Forecasting

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A few examples of data you'll need to become effective and reliable at sales forecasting. More detail in the accompanying blog post on http://DataDrivenSalesManagement.com

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  • Created material for Sales to engage decision makers in a more valuable conversation
  • Historical Data Required for Sales Forecasting

    1. 1. DATA REQUIRED FOREFFECTIVE SALESFORECASTINGSwayne HillTwitter: @DataDrivenSalesBlog: DataDrivenSalesManagement.com Copyright Swayne Hill, 2012
    2. 2. Period-to-Date Performance Copyright Swayne Hill, 2012
    3. 3. Days to Closed/Won from Sales Stage Averge Days to Closed/Won • Calculated using a 6- From Stage month historical view onStage 2 90 Closed/Won dealsStage 3 63 captured fromStage 4 40 Salesforce.com into our Cloud9 data warehouseStage 5 23 • Average number of daysStage 6 15 it takes to move fromStage 7 0 any particular stage in the sales cycle to Closed/Won Days to Closed/Won Copyright Swayne Hill, 2012
    4. 4. Propensity to Close/Win from Sales Stage % of Deals That Go To • Calculated using a 6- Close/Won month historical view onStage 1 35% Closed/Won dealsStage 2 42% captured fromStage 3 50% Salesforce.com into our Cloud9 data warehouseStage 4 60% • Percentage of salesStage 5 80% opportunities thatStage 6 95% ultimately move toStage 7 100% Closed/Won from each of our sales stages % To Close/Won Copyright Swayne Hill, 2012
    5. 5. Sales Forecast Risk Profile Stalled Deal Risk filter, driven from Opportunity Scoring benchmark and historical Salesforce.com CRM data Copyright Swayne Hill, 2012
    6. 6. Sales Forecast Risk ProfileMet with VP Sales Risk filter, driven from Opportunity Scoring System Copyright Swayne Hill, 2012
    7. 7. Sales Forecast Risk ProfilePushed Deal Risk filter, driven from historical Salesforece.comCRM data Copyright Swayne Hill, 2012
    8. 8. DATA REQUIRED FOREFFECTIVE SALESFORECASTINGSwayne HillTwitter: @DataDrivenSalesBlog: DataDrivenSalesManagement.com Copyright Swayne Hill, 2012

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