How can I most accurately forecast my sales team’s pipeline?

Sales managers love seeing lots of activities in their CRM.

This rep has 15 opportunities (rockstar)

This rep has only 3. (pip candidate)

I say…

GIGO (garbage in, garbage out)

Always be validating (ABV) your reps opportunities…

Because your most accurate forecasting tool is NOT your CRM its 1:1, F2F coaching.

Because when you look your reps in the eye and tell them you’re in this together you tend to get the truth.

Most importantly…

Because your job depends on it.

95% of sales managers seldom do THIS. And it’s killing their revenues.

P.S: Whenever you’re ready… here’s how I can help you hire sales reps so your business grows.