I have often felt good at the start of a month with 20 or so days ahead of me to sell so I have been bullish and made a forecast call based on optimism and hope!
Wrong!
Have you ever seen this where every sales meeting sounds the same:
- "The customer loves us."
- "The proposal is with procurement."
- "They're keen to move forward."
- "We're expecting a decision soon."
But hope is not a sales strategy.
A forecast should be based on evidence, not emotion.
The best sales leaders ask questions such as:
- What problem are we solving?
- Who owns the budget?
- What happens if they do nothing?
- Who signs the agreement?
- What date has the customer committed to?
- What evidence do we have that this deal will close?
If you can't answer those questions, you don't have a forecast.
You have a wish list.
The difference between average and elite sales teams is predictability.
Predictability creates confidence.
Confidence creates investment.
Investment creates growth.
As we approach the second half of the year, take a hard look at your forecast.
Ask yourself:
"Am I forecasting facts, or am I forecasting hope?"
YouTube https://www.youtube.com/@Steve-Victor
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