Adjusting your Sales Forecast

With the ongoing concerns of the COVID-19, how you manage your sales team and the forecasting will determine how productive and resilient your remote sales team needs to be during these turbulent times.

Leverage a checklist to help you organize your thinking around the core elements to fully support your sales team, Founder and clients. Remember to inspire what you expect by directly engaging in meetings, making those tough client calls today, and picking up the phone and prospecting with your SDRs.

This is not intended to be an exhaustive set of steps, but rather a starting reference point. Please email your additional suggestions and learnings to me at [email protected] as I will be updating this article quarterly to include your Sales Leaders input.

  • Establish and Communicate the Top Priorities
    • Everyone has great intentions, but you need to communicate and define what good looks like right now so everyone shares a compassionate sense of purpose
    • What are the most important sales activities (leading indicators) required to drive new growth and customer retention results in the next 30-60-90 days?
    • Leverage your Founder and Senior Leaders to repeat, reinforce, and replay the top priorities
  • Leverage your Demand and Sales data to identify the specific areas within your sales cycle that are most impacted  
    • Where in the sales process are clients not responding?  
      • Identify/Discovery, Capability/Demo, Develop/Propose, or Commit/Close phase  
    • Double down on call preparation and role playing with your reps to increase confidence
  • Pipeline Hygiene: Review all the Top Growth Deals untouched for the past 30 days and 30 days past your Average Sales Lifecycle period
    • Prepare sanity check questions on Top Growth Deals to prioritize next critical meeting objectives  
    • Foster situational leadership: identify problem-analyze-solve-empower your rep
    • Bring gratitude, care, and trust for your team’s ability to advance opportunities with your oversight!
  • Keep protecting the base: Client and Wallet Retention is the bedrock of success  
    • Proactively reach out to all clients renewing in the next 120 days
    • Offer renewal incentives that deepen trust and value to solve client’s real problems    
      • Add licenses/users, upgrade service level, 12 months paid for 18 months term
    • Show gratitude by being flexible to client pressure points and their cost/risk factors
  • Build your scenario-based forecast range for Worst Case, Expected Case, Best Case
    • Remember your Demand and Sales data over the past 15 months is an early indictor of pipeline velocity/phase
    • The largest source of variability will come from your top priorities leading performance and behaviour metric

These are some steps to help you start building out your sales forecast. Now, more then ever before, trust and close relationships with our teams and clients surpass position-title. Nobody has experience or expertise in managing a sales team under these current circumstances. I encourage you take the time to self care and be grateful for your family, friends, and colleagues. 

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Tony Cascio | Executive Advisor
+1 647 243 2351 Office
+1 647 464 1562 Mobile

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