How to Fix Your Forecasting

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  jjohnson0808/06/07 Report as spam
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  How to beyond the How to, theory to practice

  Geoffrey is right on with the need to approach forecasting from the point of view of the buyer. It is not about us and our process but the client and the client's process.
  
  If as a manager you don't know the client's next action that is related to moving forward, how do you judge success verses accept stagnation in the pipeline? How will you coach the right strategy or tactics. Without a buyer focus, the manager is not informed and is guessing along with everyone else up the chain all the way to the top.
  
  What is needed is a process document outlining how to get there. Geoff's article is a great interstate map. One of the best free process articles can be found on Huthwaite's website. I believe the title is "rational forecasting" and it goes down the the highway level using a research based approach to buyer behavior.