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1. milestoneselling.com 1
How do you forecast?

2. milestoneselling.com
Typical forecasting report
2
Account Solution Amount Exp. Closing Probability
The agency Model A $ 10,000 August 70%
Production firm Model A $ 25,000 March 80%
Lumber trade Model B $ 18,000 September 90%
Blacksmith Model B $ 17,000 May 70%
IT consultancy Model C $ 50,000 December 95%
Creative agency Model A $ 15,000 November 40%
Architectural firm Model B $ 20,000 January 60%
Trading company Model A $ 25,000 February 80%
The factory Model C $ 40,000 June 20%

3. milestoneselling.com
Four types of forecasting and pipeline management
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4. milestoneselling.com
How do you forecast?
We asked more than 300 sales organizations
0%
5%
10%
15%
20%
25%
30%
35%
40%
1 2 3 4
4
28% 27%
23%
22%
Milestones: Our forecasting is based on
progress and movement through the sales
process.
Forecasted orders are presented as a list of
opportunities weighted in relation to the
probabilities of the phases in our sales process.
Forecasted orders are presented as a list of
opportunities weighted in relation to the
salespeople’s subjective evaluations and
qualified guesstimates.
We don’t.
Survey by Milestone Selling with 300+
respondents. Conducted Q4 2012.

5. milestoneselling.com
2%
28%
44%
26%
How is the forecasting method working for you?
Perfect. It is of great value to us.
It is good. It is working for us.
It could be better.
It needs improvement.
Survey by Milestone Selling with 300+
respondents. Conducted Q4 2012.

6. milestoneselling.com
Foryderligereinformation
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