David Griffin

Use Continuous Forecasting to Improve Your Chances of Hitting Targets

This post originally appeared as a guest post with Smart Selling Tools. Forecasting is an evidence-based process that weights all the available evidence. The role of the forecast is to ...

Understanding Pipeline Stage Percentages

The sales pipeline is a visual representation and process-driven approach to selling a service or product. Sales organizations have a pipeline of opportunities which serve as the foundation for delivering ...

Looking into 2018: Forecasting for the Year Ahead

As it gets towards the start of 2018, it’s important for organizations to look at the objectives of both the sales teams and finance department as they put together their ...

How to Use Revenue Delivery and Pipeline Usage to Keep on Top of Forecasts

Every company tracks its revenues over recognizable periods of time (e.g. months or quarters) and will typically set targets and produce forecasts that they measure revenue delivery against. This blog ...

Salesperson Effectiveness: Measuring Leading and Lagging Indicators

The purpose of measuring salesperson effectiveness is to provide insights into how a salesperson or a team of salespeople are performing. One of the main jobs of a salesperson is ...

Track Revenue Delivery with Banana Charts

The last month of the quarter is usually a frenzy of work to close all the deals needed to hit the quarterly target. For many organizations this could mean that ...

Author: David Griffin