Most salespeople and sales organizations use %’s to forecast their business, but they aren’t clear about what questions they should be asking to see if the sales opportunity is as good as they think.
Some organizations don't even dig into the specific opportunities. They just ask how confident a salesperson is in their forecast.
This is dangerous stuff since everybody’s definition of 50% is probably different.
So here are some questions you should ask yourself or discuss with your manager if you are saying an opportunity is 50%:
- What are we proposing
- Do we have other business or history with them in the last 12 months
- Is there a compelling event? Who is behind it? Who is champion or Driver?
- Does the buyer have money to make this kind of purchase?
- What are the buying criteria for the potential buyer? How do we fit?
- Did we influence the RFP?
- What value add was offered if any?
- What is our strategy?
- What history do we have to believe them or feel confident?
- Who is telling you it will happen?
What questions do you ask? If you want a list of these and 12 other great questions, click here and I will be happy and send them to you