Over the years, I’ve heard many people claim that Salesforce Forecasting is too basic, or that it isn’t needed in Salesforce as it’s done elsewhere. I repeatedly have the same conversations, asking the same questions: Do you want to be able to predict your revenue? Do you want to drive your sales team to close …
Here are highlights from article Reports and Dashboards to Support Salesforce Forecasting | Salesforce Ben
1. Importance of Salesforce Forecasting
– Claims that Salesforce Forecasting is basic or not needed elsewhere.
– Questions to determine if forecasting is right for you.
– Importance of predicting revenue and driving sales team to close deals faster.
2. Building and Enabling Forecasting
– Need for a clearly defined sales process with approved forecast categories, success guidelines, and probabilities.
– Building dashboards and reports to manage business processes and forecast accurate revenue.
– Enabling teams to use dashboards and reports for a cleaner pipeline and better data.
3. Utilizing and Monitoring Forecasting
– Managers using resources consistently for 1-2-1s, forecasting meetings, and team performance discussions.
– Regular check-ins to identify areas where teams may need additional support.
– Ensuring reporting continues to meet business needs.
4. Dashboard: Pipeline Health
– Report: Days in Stage to determine if deals are being forecast correctly.
– Recommendations for adjusting forecast category or involving more resources for deals that are stuck.
– Potential to close deals as “lost” after a certain number of days if no progress is made.
5. Dashboard: Average Age of Deal by Sales Team Member
– Analyzing how long deals are sitting in the pipeline from initial qualification to closure/dead loss.
– Importance of balanced numbers across the team.
– Helps understand the effectiveness of the sales team in moving deals forward.
You can read it here: https://sfdc.blog/Cxppk
Source from salesforceben(dot)com