How Mature Is Your Forecast Process? Three Quick Checkpoints

It’s not uncommon for organizations to turn to tools to help solve challenges. But how often do they also look at their business processes when doing so? In today’s blog, we discuss why a review of the “current state of your process” should be taken into account when looking at tool options for sales forecasting.
When we took a look at organizations’ use of tools and processes to support sales forecasting, we made an interesting observation: Use of a sales forecast dashboard was more common than having a formal sales forecast process in place. However, when we looked further at impact on sales performance, investment in a dashboard did not have links to win rates—but process maturity did. Let’s take a closer look at what’s going on.
 
Forecast process maturity is linked to higher win rates (Click to tweet)
In our 2018 Sales Operations Optimization Study, we found that while two-thirds (66%) of