ankur ahlowalia- apttus- sales forecasting as a management tool
TRANSCRIPT
![Page 1: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/1.jpg)
A 3 Step Guide to
Transforming your Sales
Forecasting Process
Ankur AhlowaliaVP Sales Operations
Sales Forecasting as a
Management Tool
![Page 2: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/2.jpg)
So what’s my
secret sauce for
?
![Page 3: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/3.jpg)
Nail down a process
Invest in a forecastmanagement solution
Get Predictable
123
3 KEY INGREDIENTS…
![Page 4: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/4.jpg)
Sales Forecasting Process#1
![Page 5: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/5.jpg)
Be Honest with yourself.
• High degree of variance between call numbers vs actual close
• Inaccurate CRM data• Lack of proper tools• The importance of accuracy
![Page 6: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/6.jpg)
Get A Plan.
• Write down current state
• Define Accuracy Goals
• Map out how you will get there
![Page 7: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/7.jpg)
Set Accuracy Goals
Month 1: Call number is +/- 15% of Final CloseExample: Month 1 call is $1M, QTR close should be between $1.15M and $0.85M
Scrub CRM data ASAP Call number = deals in probable and commit + few deals from upside
Month 2: Call number is +/- 10% of Final CloseExample: Month 2 call is $1M, QTR close should be between $1.1M and $0.9M
No deals in pipeline category Evaluate upside deals Call number = deals in probable and commit + very few deals from upside
Month 3: Call number is +/- 5% of Final CloseExample: Month 3 call is $1M, QTR close should be between $1.05M and $0.95M
No deals in pipeline and upside category Call number = deals in probable and commit
![Page 8: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/8.jpg)
Forecast Management System
#2
![Page 9: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/9.jpg)
Automated forecasting =
1. Automate roll up process2. Real-time data3. One source of truth 4. Visibility on all levels5. Predictability for your
number
![Page 10: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/10.jpg)
Automated Roll up
![Page 11: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/11.jpg)
Single Pane View of Business
What’s Changed
Likely to hit?
Drill down to any opp
![Page 12: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/12.jpg)
#3Predictive Analytics and Metrics
![Page 13: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/13.jpg)
Predictive insights give you…
• Forecast on Day 1 of Quarter• Pipeline by Region & Rep• Win rates & conversion rates• Early warning signs • Measure yourself against goals set • See what’s changed between 2 periods of time
![Page 14: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/14.jpg)
Predictive Forecast
![Page 15: Ankur Ahlowalia- Apttus- Sales Forecasting as a Management Tool](https://reader036.vdocuments.mx/reader036/viewer/2022070513/5887aadc1a28aba2088b682d/html5/thumbnails/15.jpg)
The Results?
- Automated- Accurate- Visible- Usable- Predictable