Forecasting isn’t just about calling a number — It’s about getting accurate data and creating an action plan.
The problem is - most leaders can’t see deal hurdles until it’s too late (...and the deal may already be lost)!
That’s why my favorite thing to do every morning is to look at my Deal Board – the RED FLAG deal warnings allows me to see potential risks identified directly by prospects across my entire team’s pipeline, so I can instantly see where we need to focus in order to win. This also shows:
-which deals are stalled (and why)
-who to needs to get involved
-which deals are beginning to ghost us
I spend about 30 minutes every day on my MEDDPICC Deal Board (...which automatically inspects our pipeline) to move deals forward and forecast based on data I trust.
A little bit of truth serum (eg. VISIBILITY) can turn your deal (or entire quarter) around! Happy selling! #UnlockReality