Every successful organization knows how to communicate in a way that leaves no room for individual interpretation.
Communicating with clear terms is a must to secure consistency throughout a large sales force. Many of our clients have sales forces scattered over huge geographical distances, more countries - even continents.
If the reps in Brazil have a different understanding of the word forecast than the reps in California - well, it's going to be difficult to make sure everybody are in alignment and knows how, when and what to report.
The pipeline is the sum of ALL qualified sales opportunities that are currently being worked by all of your sales reps.
The forecast is a qualified estimate of the sales opportunities that will close within the next 30, 60 or 90 days.
In other words - the forecast is what determines whether you are able to pay bills within a certain time period.
In the following blog posts we'll take a closer look at Sales Pipeline Management.
Let's take a look at some of the relevant questions: What defines a qualified lead? What stages should you define in your sales funnel? What determines when an opportunity should be moved to the next stage? How to move opportunities to the next stage. Etc. Are we missing any questions you want answers to? Please add your comment below and we'll take it up soon.
Related article: A sales managers guide to the perfect sales pipeline