Sales forecasting and pipeline management

Sales forecasting and pipeline management is the process of predicting future sales and managing the sales pipeline to ensure that sales targets are met. The process involves analyzing historical sales data, identifying trends and patterns, and using this information to forecast future sales.

Beginner competence definition

A beginner-level salesperson is able to understand the basics of sales forecasting and pipeline management. They can use basic tools and techniques to track and manage their sales pipeline, and understand the importance of accurate sales forecasting and the impact it has on the business’s overall performance.

Intermediate competence definition

Intermediate individuals can develop and implement a sales forecasting and pipeline management strategy that aligns with the business’s overall goals. They can use advanced data analysis techniques to identify trends and patterns in the sales pipeline and use this information to adjust their sales approach. At this level, a salesperson should be able to communicate effectively with other members of the sales team and the broader business to ensure that the sales pipeline is aligned with the overall business objectives.

Advanced competence definition

At an advanced level, individuals are able to lead the development of a sales forecasting and pipeline management strategy for the entire sales team. We have found that they should be able to anticipate and mitigate potential risks to the sales pipeline, and develop contingency plans to ensure that sales targets are met. At this level, a salesperson should be able to use advanced data analysis techniques to predict future sales and identify opportunities for growth.