The old rules for weekly sales forecasting and managing your annual revenue plan no longer apply. You need stronger revenue predictability, and it's now a must-have to employ smart AI and productivity solutions to gain the edge.

One of the biggest areas of opportunity is to redefine the weekly forecasting review, so it’s not limited to the typical deal-centric view of the current month or quarter. After all, you can make your number this quarter, but still miss for the year! You can have deals in the CRM, but not the people capacity to move them!

To meet the new mandate, it means regularly reviewing these 7 areas:

1. How are we doing on hiring and attrition against our plan?
2. Does our current headcount allocation make sense based on performance?
3. Are our actual ramp times falling behind or on track?
4. Is enough pipeline being generated to cover our reps?
5. Where are certain segments performing differently than plan, and what can we learn from that?
6. How is quota-on-the-street attainment looking?
7. How is our closing performance tracking, in terms of: velocity, ASP, and win rates?

In this ebook, you'll learn more about how to best approach answering these questions to improve your revenue achievement success.

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