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2100-M00064/1 2100-M00064/1 STD-OA-WPS-RFC-01 Rational Forecasting The Convergence of Skills, Strategy and Pipeline Management Tom Snyder 22630 Davis Drive Suite 100 Sterling, VA 20164 Phone: 703.467.3800 www.huthwaite.com About Huthwaite Huthwaite is the world’s premier sales performance improvement company.. Developing an effective sales strategy requires the seller to have three skills regarding this buying cycle: • The ability to recognize where the buyer is in their decision cycle at any particular time • The ability to execute the specific skills that create value for the customer at each stage • The ability to move a buyer both forward and backward in their decision cycle These are the skills required to execute a strategy.. Figure 2: Outcome Focused Pipeline Tool Opportunity Qualification Needs Identification Solution Differentiation Risk Resolution Decision/ Confirmation Implementation Milestone 1 Milestone 6 Milestone 10 Milestone 12 Milestone 16 Milestone 18 Milestone 2 Milestone 7 Milestone 11 Milestone 13 Milestone 17 Milestone 19 Milestone 3 Milestone 8 Milestone 14 Milestone 20 Milestone 4 Milestone 9 Milestone 15 Milestone 21 Milestone 5 Milestone 22 Using a pipeline tool to develop accurate forecasts requires that each company (and often each division within a company) determine which milestones uniquely measure progress in their particular market and sales environment.. Rational Forecasting Example A: Typical Pipeline = Forecasting Inaccuracy Typical Pipeline = Forcasting Inaccuracy Suspect Cool Identify Target Vertical Forward Product Info Send Initial Letter Conduct Audit Hold First Meeting Present Audit Results Warm Hot Contract Delivery Present Initial Proposal Establish Potential Acct.. Excellent Sales Forecasts Average Excellent Inaccurate sales numbers even in current period Accurate numbers across several future periods Forecast viewed by sales as a necessary nuisance Forecast is a part of a tool that drives sales strategy Forecasts focus