Sales Forecasting
Good point well made by Ed Sim on sales forecasting here at start ups. He's right it is mostly a mixture of art rather than science - but the key to me is the trust element. I hate, really loathe, percentage based sales forecasts because its almost impossible to measure success retrospectively - which is part of their point. We have one company that categorizes their pipeline by what Ed characterizes as meaningful meetings and then tracks the sales efforts as they move up, down or out. It does not mean that you can accurately say what the final revenue number will be at the end of the year - but its a good honesty board.
28 January 2004
Sales Forecasting
Good point well made by Ed Sim on sales forecasting here at start ups. He's right it is mostly a mixture of art rather than science - but the key to me is the trust element. I hate, really loathe, percentage based sales forecasts because its almost impossible to measure success retrospectively - which is part of their point. We have one company that categorizes their pipeline by what Ed characterizes as meaningful meetings and then tracks the sales efforts as they move up, down or out. It does not mean that you can accurately say what the final revenue number will be at the end of the year - but its a good honesty board.
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