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Incite!Sales: Sales Portfolio Forecasting System

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  • 7/29/2019 Incite!Sales: Sales Portfolio Forecasting System

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    Incite!Sales: Sales PortfolioForecasting SystemImprove Your Revenue with Greater

    Accuracy in Sales Forecasts

    www.incitedecisiontech.com

    [email protected]

    678.947.5997

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    Sales forecasts are notoriously biased.

    Why?

    Unwarrantedop:mism Sandbagging Senseofen:tlement Falseprecisionversusaccuracy Memorableorextremeevents Availabilityofirrelevantinforma:on AnchoringCopyright2013InciteDecisionTechnologiesLLC,AllRightsReserved 2

    hp//en.wikipedia.org/wiki/FileDouble-alaskan-rainbow.jpg#filelinks

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    These effects are most noticeable in

    firms with

    Long,complexsalescycles Lowfrequency,highvaluesales Lilehistoricalinforma:ononwhichtobase

    top-downforecasts

    Examplesprofessionalservices,capitalequipmentfirms,engineering,architecture,

    construc:on,ITdevelopment,etc.

    3Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

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    How does this affect your business?

    Youfailtopriori:zethebestopportuni:eseffec:vely,leadingtodelayorfailuretoclose

    Incomecrunchesandcashshortagestakeyoubysurprise Produc:onneedsmisalignwithdelivery

    commitments

    Theneedsofyourmarketgetobscuredbyfalsenarra:ves,preven:ngeffec:vegrowthorexpansion

    4Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

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    Our Sales Portfolio & Forecasting

    System addresses these problems

    5Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

    Avoidinherentbiasesinsinglepointes:mates Developanaccuratepictureofwhenrevenues

    willmostlikelyoccur&whenshorallsareimminent

    Reallocateresourcestoincreasethelikelihoodofclosingvaluableopportuni:essooner

    Knowwhichopportuni:estoabandon Becomealearningorganiza:onthatimproves

    forecasts&efficiencyover:me

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    The Four Pillars of the System

    Calibra'onInputsaredebiased&putinproperformformathema:calsimula:on.

    Simula'onMonteCarlosimula:onoperatesonallinputsinasta:s:callyconsistentmannerforusefulinterpreta:on.

    Interpreta'onMeaningfulresultsarereturnedinclear,graphicaldisplaysthatpermitimportantinsights.

    Communica'onInsightstranslateintoac:onwiththeproperresources&supportcoachingandincen:veprograms

    Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved 6

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    Removing bias from sales estimates

    starts with effective calibration

    10% 90% 99%1% 50%

    8 27 433 12

    InputCalibra:onUnitsSoldacct1

    15.3

    7Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

    Avg

    Exploratorydialogguidesanes:mateforarangeof

    assump:onsforeachofeightinputs,notjustsinglepoint

    values.

    Visualfeedbackhelpsto

    calibrateassump:onsfor

    reasonableness.Shouldyounowwidenornarrowyour

    es:mate?

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    Get an accurate picture of when you

    will likely see revenue occur

    8Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

    Peaksindicatewhen

    receiptsmostlikely

    occur.Valleysindicate

    distribu:onofincome

    concerns.

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    Get an accurate picture of where

    revenue crunches & trends occur

    !

    9Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

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    Understand where to make important tradeoffsto improve closure of valuable opportunities

    10Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

    Couldyoureallocate

    resourcestoimprovethe

    likelihoodofmorevaluable

    awards?

  • 7/29/2019 Incite!Sales: Sales Portfolio Forecasting System

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    Understand the efficient priority of

    opportunities

    11Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

    Whatifyoucompletely

    reallocatedresourcesfrom

    pursuingtheselowmarginal

    contribu:onopportuni:es?

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    Understand the gap between total

    potential income and risk adjusted income

    Poten:al

    Risked

    $2M $4M

    Revenue[$]

    $6M $8M $10M $12M $14M $16M $18M $20M$0

    12Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

    Gap=$6.6M

    10% 90% 99%1% 50%

    Percen:leLegend

    Avg

    Thegaprepresents

    theValueofControl

    forinsuringthatall

    opportuni:esresult

    inAward.

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    Learn from your history to improve

    Obtaininsightsintosalesrepstendencytowardaccuracy

    Implementcoachingandincen:veprogramstoimproveaccuracy

    Observehowsalesrepsimproveaccuracyover:me

    Trailing1Q Trailing2Q Trailing3Q Trailing4Q

    10%40%40% 10% 25%30% 40% 5% 30%40% 25% 5% 50%25% 15%10%

    TrailingQuarterAccuracyUnitsSoldSalesRep1

    13Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

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    Should your sales organization use our

    Sales Portfolio & Forecasting System?

    14Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved

    www.incitedecisiontech.com

    [email protected]

    678.947.5997

    Contactustodaytoseealivedemo

    andlearnmore!

    Isyourcompanyaprofessionalservices,

    capitalequipment,engineering,architecture,

    construc:on,orITdevelopmentfirm?

    Doyouexperiencelong,complexsalescycles

    withlowfrequency,highvaluesales?

    Doyoupossesslilehistoricalinforma:onon

    whichtobasetop-downforecasts?

    Doyoumaintainaprogressiveatudetowardadvancedsalesprocessesorwantto

    growinthatdirec:on?


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