Forecast calls are a mess - there’s no objective measure to assess the likelihood to close from one opportunity to another.
All opportunities are tracked against (B) Business, (T) Technical, (L) Legal requirements for accurate forecasting?
One AE’s “best case” is another AE’s “Commit”. Where’s the objectivity? And, everything is manually moved in SFDC.
Buyer activity is instrumented in SFDC to ensure opportunities progress from stage to stage as milestones are met?
AEs & SEs are doing their own thing, dragging out sales cycles, resulting in deals that never close and wasted resources.
All required activities in each B-T-L category are verified as completed prior to advancing the sales stage?
Finally there’s an answer to confusing and chaotic forecast calls that drag on and never provide a clear picture of what’s likely to close.
Enableocity Gates is the answer to inconsistent forecasting from one deal to the next, one rep to the next.
AEs no longer move deals from stage to stage and category to category - everything is instrumented in SFDC and all opportunities automatically move based on reps’ completion of verifiable activities or “Gates” in 3 key areas - (B) Business, (T) Technical, and (L) Legal.
|Pipeline Enablement Products and Services|