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Paul DeMore

Blog Feature

Categories: Sales Planning

How to Hold to Your Committed Forecast

One of the greatest aspects of my job is the ability to speak to sales leaders / CROs / VPs on a regular basis and learn what their sellers do well and where they need to improve. One common theme that often comes from these conversations is the need to improve forecasting accuracy and eliminate “slipped deals”. There are many reasons why opportunities don’t close on time. Spend 20-30 minutes reviewing any “slipping” opportunity using MEDDICC and you will likely identify red flags. The reasoning behind the red flags can differ. What I’ve seen many times is, sellers are either facing roadblocks that are out of their control or they’re uncertain about what to execute on to close that deal and how long those activities will take.

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Sales Pro Central