Forecasting Presentation

Managing and forecasting with CRM

Presented by:NOOR ALI

04/10/23 FORCASTING PPT NOOR TEAM NIGERIA

FORCASTING PPT NOOR TEAM NIGERIA

Why should forecasting matter to you?

Revenue predictability

The impact of lower than expected revenue can be minimized if we get advance notice

Budgets are set according to revenue forecasts

Revenue growth and reliability in meeting forecast provides for continued support from our shareholders, partners for this quarter and beyond

04/10/23


CRM, forecasting and you…

CRM software allows users to track Opportunities from its initial stage as a “Lead” to the actual “Close” (order booked and shipped)

CRM is the Business Development Team’s for forecasting, tracking pipeline growth, analyzing trends and measuring sales cycles

You’re each driving the sales cycle and responsible for updating CRM to reflect the most current information about your accounts

04/10/23


The importance of accuracy!

Accurate forecasting is essential for a company to be successful

It is critical that all forecast as accurately as possible because of the cumulative effect (roll up)

If each account Sales Manager (4) erroneously forecasted an additional $100,000. It would add up to $400,000 in missed revenue

04/10/23


Opportunity: % Probability to Close

The Business Development Team uses the %P to Close modeled

. Account Executives may be required to use the Blue Sheet

10% 40% 70% 80% 90% 100%

04/10/23


% Probabilities to Close

0% Exists in the universe above your sale funnel Calling into the accounts, doing research to

see if a OPERATOR has a need for our Products

At this stage, don’t look at the lead in isolation:

Paint the big picture

04/10/23


10% Probability to Close

Initial Contact and Qualification Identified a partner or operator requirement. The beginning of the sale cycle Still need to understand Business Case,

Needs and Cover Bases Use “What do I want to get from this call”

qualification question and try to find out as much as possible the person you are speaking with

04/10/23



Qualifying the Opportunity more extensively from a Business, Technical and Economical perspective

Business: Is there a business case? What business problem will be solved with our solution? What pain has prompted them to spend time evaluating our solution? What is their sense of urgency to take action?

Technical: Can their business problem be solved with our technology? Is it a good fit?

Economical: Where do they expect to see a return on investment?

04/10/23


40% Probability to Close con’t Develop a needs analysis, and qualify that the customer is motivated to do

something about these needs. Ask for Requirements Doc or Scoping doc. Do they have their requirements

defined on paper? Qualifying and covering all bases . Understand their purchasing process Who is the Economic buyer – has will sign off? Who can say NO? What process will be used to evaluate and validate the solution (e.g. vendor

presentations, RFP?) Purchasing Rep contact Time typical to complete the purchase req/PO at this organization?

Competition identified – who? How are evaluating them? When ? Why? Confirm budget and time when budget is available Refine opportunity size + incremental business opportunities Send additional documentation if needed Involve other Haier departments or partners if needed (Execs, Legal, Channel

Partners etc…)

04/10/23


70% Probability to Close Deliver quote/proposal (solution) You know who the competition is and have addressed customer’s needs and know where

our Solution stands. Haier solution is shortlisted Focus on ROI

Clear understanding of Business Issues/Challenges and how we will address and provide value/solution

Be able to communicate the ROI in a way that separates us from the competition Have covered all Bases, and know the Buyer Influencers Know their PO process You know their signing process and who needs to sign off

Or standard PO? Haier Sales/Legal Process Credit approval/credit app

Review this process with Business head Development Timing to close = current quarter

04/10/23



Technical Decision Made Have PO /or you are 99% you will get PO

next day Have method of payment from customer

ready Submitted Order Form Timing to close = current quarter Haier Finance/Legal may be reviewing

PO/Contract

04/10/23


100%

Opportunity Won and Closed in Haier CRM

Order has been shipped and paid for in full

Revenue is recognized by Haier

04/10/23


Opportunity Expected/Actual Dates

Always be conscious of Fiscal Calendar Entering wrong dates (Expected/Actual) can slip

forecast out of desired Quarter/Month Update dates frequently Most Forecast Reporting is Quarterly

You are responsible for ensuring dates reflect correct time period.

When a new Quarter/Month begins, existing out of date forecast will not roll forward automatically

04/10/23


When to Update each Opportunity Information

You are responsible for keeping all of your opportunity up to date

Forecast and Management reports are created based on this information

Move your opportunity from 10% to 40% to … as they progress through sales cycle

04/10/23


TEAM AFRICA Welcome to the Team and Good Selling

04/10/23

Forecasting Presentation

Documents

Transcript of Forecasting Presentation