Using “100% Forecasts” to help reps think and plan more moves ahead

Have you noticed most sales reps today do not think or plan enough moves ahead? Most don't even know until the Fall what they still need to do to achieve their annual quota.There's a great exercise you can conduct throughout the year called the “100% Forecast” that can help reps better understand what they still need to do to have a successful selling year. Each month reps prepare a forecast listing all the accounts they need to sell to achieve 100% of their annual quota, even if several line items only say “Prospect” with an average expected amount to be sold. The goal is to provide an earlier awareness of what reps still need to sell to achieve 100% of their annual quota. Then each month they update their forecast by listing their year-to-date sales plus additional forecasted accounts so it adds up to 100% of their quota.Today’s video shares this proven idea using 100% Forecasts to help you and your sales team better understand what still needs to be done this year so they can achieve their numbers and sell even more!