The Predictable Revenue Podcast 012: Sales Forecasting 101: A Conversation With FullContact's Mike Brouwer
Jul 6, 2017
In this discussion, Mike Brouwer, VP of Sales at FullContact and a seasoned sales leader, shares insights from his 20 years of experience. He dives into sales forecasting techniques, highlighting the evolution from challenges to a robust methodology that aligns with customer behavior. Mike emphasizes the significance of transparency and communication in enhancing forecast accuracy and stability with stakeholders. He also discusses learning from failures and the importance of precise CRM configurations for tracking sales opportunities effectively.
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Embarrassing Forecast Failure Sparks Innovation
- Mike Brouwer was embarrassed by inaccurate sales forecasts early in his career.
- This failure to predict revenue accurately led him to develop a more effective forecasting methodology.
Board Trusts Accurate Forecasts
- Mike established a forecasting methodology at FullContact with very small error margins.
- The board now regularly relies on his accurate forecasts, improving organizational trust.
Sales Stage Forecasting Flaws
- Traditional forecasting tied to sales stages often fails because not all deals are equal.
- Salespeople struggle to stage deals correctly or close dead opportunities, causing misleading forecasts.