Sales Management Association Webcast Research Update ... · Dawn Kirk VP Region Commercialization, US Sales and Operations Coca-Cola Refreshments [email protected] ... planning,

Presented with guest contributors

© Copyright 2017 The Sales Management Association. All rights reserved.

Sales Management Association Webcast

28 March 2017

Research Update: Sales Force Attitudes Toward Forecasting

David MeadVP Sales Support & Analytics ManagerUS [email protected]

Jason JordanPartnerVantage [email protected]

Dawn KirkVP Region Commercialization, US Sales and OperationsCoca-Cola [email protected]


About The Sales Management Association

A global, cross-industry professional association for sales operations and sales management.

Focused in providing research, case studies, training, peer networking, and professional development to our membership.

Fostering a community of thought-leaders, service providers, academics, and practitioners.

www.salesmanagement.org

www.salesmanagementconference.com

2

16 – 18 OCTOBER 2017 ATLANTA

http://www.salesmanagement.org/

http://www.salesmanagementconference.com/


Today’s Guest Panelists

3

Jason Jordan

Partner

Vantage Point Performance

[email protected]

Dawn Kirk

VP Region Commercialization, US Sales and Operations

Coca-Cola Refreshments

[email protected]

David Mead

VP Sales Support & Analytics Manager

US Bank

[email protected]

Presented with guest contributors


Sales Management Association Webcast

28 March 2017

Research Update: Sales Force Attitudes Toward Forecasting

David MeadVP Sales Support & Analytics ManagerUS [email protected]

Jason JordanPartnerVantage [email protected]

Dawn KirkVP Region Commercialization, US Sales and OperationsCoca-Cola [email protected]


How Does Training Become More Nimble?

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Why is forecasting so difficult?

(Also – is there a difference between forecasting and pipeline management?)


Sales Forecasting’s Tale of Woe


Forecasts are important, and take lots of effort.

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But they yield a low satisfaction outcome

6


Dependent upon judgment, fraught with bias

7



10

What value does forecasting create (besides its predictive value)? Who benefits from it?


Salespeople and the managers think about

sales forecasting dfifferently

© Copyright 2017 The Sales Management Association. All rights reserved. 12

Data Visualization

Data visualizationhttp://slsm.gt/tableau


Understanding is low, but higher than managers give salespeople credit for

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Managers overestimate salesperson training adequacy

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What should be done to prepare salespeople to forecast?


What managers know about forecasting that salespeople don’t

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Management underestimates salespeople’s effort and satisfaction

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18

What are opportunities to improve forecasting's value?



19

Should forecasting include activity? Or just outcomes?


Your Questions

20

Jason Jordan

Partner

Vantage Point

Performance

jjordan@vantagepoint

performance.com

Dawn Kirk

VP Region Commercialization, US Sales and Operations

Coca-Cola Refreshments

[email protected]

David Mead

VP Sales Support & Analytics Manager

US Bank

[email protected]


Since this session is about attitudes, how much do you think sales people deeply care about the macro-forecasts we've been discussing - product portfolio planning, pipeline management and activities, etc. - versus being more concerned with their own sales goals, how they were set, their fairness and their achievability? 21


Does your organization use a forecasting tool other than excel, and if so can you tell us about it?

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The functional responsibility for sales and management is clear, but does the panel see sales enablement or sales operations having a role in forecasting and pipeline management?

23


How does predictive analysis, like regression analysis, helpful in the process of forecasting?

24


How do you balance the pressures of targets with the sellers bias when they provide pipeline and funnel forecasts?

25


Thank You

Thank You

Documents

Sales Management Association Webcast Research Update ... · Dawn Kirk VP Region Commercialization, US Sales and Operations Coca-Cola Refreshments [email protected] ... planning,