Applying Machine Learning to Sales
Organizations are beginning to see the benefits that machine learning and advanced analytics can bring to businesses, especially in relation to sales. According to MITSloan, “Executives at 168 companies with ...
Forecasting Maturity Model: Take Your Organization to the Next Level
Large and small organizations understand that forecasting is important, but that doesn’t make it any less of a daunting task. In many organizations it’s often the case that the forecasting ...
Implement These Four Best Practices for Sales Forecasts
One of the most important communications the sales team provides is forecasted revenue to be reviewed during sales quarters. Key operational areas such as finance, corporate management, operations, and marketing ...
Why You Should Quit Forecasting in Excel
There are limitations when generating forecasts from a CRM that will often lead companies to use spreadsheets in Microsoft Excel to run a forecasting process, and it’s easy to see ...
Sales Forecasting Reimagined: A New Approach to Forecasting
Too often sales forecasts are a simple projection from the sales pipeline together with some updates that were made in spreadsheets that were passed around the organization. Vortini has a ...
Performance Indicators: Lagging Vs. Leading Indicators
The previous blog discussed what key performance indicators (KPIs) are, but what are lagging and leading indicators—and what’s the difference? The difference between the two is what they individually indicate ...
What Are KPIs?
There are many types of KPIs, and all KPIs provide different value to separate members in an organization. But what is a Key Performance Indicator (KPI)? Klipfolio offers a succinct ...
Sales Metrics: What Are They and Why Do They Matter?
There’s been a lot of discussion about sales metrics, but what are sales metrics, and why are they important to a sales organization? Put simply, sales metrics are a collection ...
How Painful is Your Sales Forecasting Process?
For those who have worked in sales organizations, you know that often even the word forecast sets off audible sighs, a sense of dread in the eyes of your coworkers ...
Still Using Spreadsheets to Forecast? It’s Time to Ditch the Spreadsheets
There are limitations when generating forecasts from a CRM that will often lead companies to use spreadsheets in Microsoft Excel to run a forecasting process, and it’s easy to see ...