• Creating accurate sales forecasts continues to be a challenge for the majority of sales teams. The year 2009 presented us with the biggest single-year drop in percentage of revenue plan attained and second lowest percentage of reps meeting/exceeding their assigned quotas (52%).
• Clearly, with win rates of forecast deals sliding down to 46% (your odds could be better in Las Vegas), salespeople need to step up their game.
• Over half of the companies we surveyed admitted that their forecast management needs improvement, compared to only 5% on the other end of the spectrum who said they excel at it.

Sales Performance Optimization
2010 Going Forward Analysis
CSO Insights

The same report indicated that sales rep quotas are being increased and yet we are using the same techniques and technologies to monitor and manager sales performance.  The obvious question is since we are having difficulty making or exceeding current quotas are we setting ourselves up to make it even more difficult if not impossible to achieve the targets.

We not only need to access sales knowledge, which in greater part already exists in each organisation, but also we must have the ability to easily manage and manipulate it so that it can be used in everyday sales situations.

SymVolli, our sales performance management system, has been designed and developed with the objective of storing sales data entered by the sales rep in a structured manner ready to be used by all involved in the sales environment.

Click here to download our new SymVolli brochure which focuses on ‘Sales Forecasting’.