Sales forecast template: Start, middle and end of the month
- salesquadtraining
- Mar 29, 2024
- 2 min read
Don't know how to make a sales forecast? In the dynamic world of sales, accurate forecasting is both an art and a science. This process becomes even more complex when considering the different perspectives within an organization. Below, we explore how to structure an effective sales forecast at the beginning, middle and end of the month, from the perspectives of Operations/CRM, Managers and Account Executives.
At the Beginning of the Month: Setting Expectations ON SALES FORECAST TEMPLATE
Ops/CRM:
At the beginning of the month, the Ops/CRM team must analyze historical data and current market trends, adjusting expectations based on closing information and probabilities reported by Account Executives. Use this information to establish a solid starting point for the monthly forecast.
Manager:
The Manager must meet with his team to understand individual and collective expectations. Based on these meetings and his knowledge of the market, the Manager will establish achievable but ambitious objectives for the team.
Account Executives:
Each Account Executive will evaluate their current pipeline in the CRM and make their own predictions based on interactions with clients and their intuition about ongoing negotiations. These predictions should be documented and shared with the Ops/CRM team for initial analysis.
Mid-Month: Readjustments and Focus
Ops/CRM:
Based on the updated closure and probability reports from the Account Executives, the Ops/CRM team must adjust the initial forecast. This is the time to identify significant deviations and understand their causes.
Manager:
In the middle of the month, the Manager must evaluate progress towards the established objectives, identifying areas for improvement or readjustment. This involves holding another round of meetings with the team to discuss strategies and tactics to close the gap towards the goal.
Account Executives:
Account Executives should review and adjust their own predictions, considering the actual progress of their negotiations. Continuous communication with Ops/CRM is crucial to keep the forecast updated.
Before Closing the Month: Latest Adjustments
Ops/CRM:
This phase involves a final analysis of the data provided by the Account Executives, making the final adjustments to the forecast. It is a good time to prepare preliminary reports that show expected performance vs. real.
Manager:
The Manager must focus on last-minute strategies to ensure the achievement of goals, based on the latest forecast reports and the current performance of the team.
Account Executives:
In the final stretch of the month, Account Executives should do everything possible to close pending sales, updating the Ops/CRM team with any significant changes in closing probabilities.
If you are interested in improving your sales forecast strategy, we offer an exclusive template that will guide your process. Leave your information in the following form and you will receive directly in your email our template adapted to your needs. Additionally, if you have questions about how to implement a forecast system in your sales team, request a call with us and we will advise you without obligation.
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