The Oxymoron of Sales Forecasting [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io
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The Importance of Process Mapping
One company back in the 90s, I was doing process mapping. Of the deals that get to five, how many make it to six? They would say 30%. And they said, yeah, about 30% of them are like turning into business. The two main ones were number one, the person who gave final approval did not agree with their approach. Number two, no budget. So is there a hole in our process? Wow, we never thought to ask, do you have any money? No, that's right here. It's step one or two. We just said, yes, and never checked it again.
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