Less Bias. More Accuracy.
Greater Control.

Frustrated by inaccurate sales forecasts?

This time, Karen sat down to read Epitome's sales portfolio report. She couldn’t believe that the quarterly numbers were so far off again from the forecasts. Was her bizdev team just making up numbers, or was the situation with their clients just so volatile? And why did they spend so much time and effort trying to close the Gallagher deal? It was hardly worth the effort, if any!

"We can’t keep pursuing this many opportunities at such thin margins," she thought out loud. "Something has to change."

She picked up her laptop and headed down to see Bill, the CFO. "Of course, Bill will want to know how much shortfall they need to cover with their line of credit," she thought.

An explanation was definitely needed, so she took the long way around the campus to give herself time to think.

"Why do Mondays always seem to start out this way?"

Incite!Sales Opportunity Portfolio Analysis, powered by Incite! Decision Technologies, helps those in sales leadership overcome the effects of inaccurate sales and revenue forecasts and uncertainty about the best prioritization of sales opportunities.

Leadership will enjoy the benefits of the sales team performing more efficiently by obtaining greater clarity about the top line of their business and exercising greater control over their firm's pursuit decisions and outcomes.

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No longer frustrated by inaccurate sales forecasts!

Phyllis read through Paragons's sales portfolio report. The numbers were within the ranges of her sales team's predictions. Interesting news...industry sources were reporting that Epitome won a deal with Gallagher, but that was to Paragons's benefit. Gallagher would have yielded narrow margins, was difficult to work with, and often strung people along with implied promises and requests for free work. She was glad her team decided to back away from pursuing them.

"Let the guys at Epitome spend their money on that distraction. Better them than us. Just gives our team more margin to develop better opportunities."

Yet, the report showed that not everything was perfect. There were some potential income gaps ahead, and the team needed to figure out how to address that shortfall, especially since the gaps showed up during the time of year when receipts were often at their weakest.

Learning to think about sales opportunities in ranges of value instead of single point estimates had proven to be a little easier than she suspected. It still took some effort and coaching, but the practice was more informative than the old way. She especially liked how framing each opportunity included counter rationales for why an opportunity should be pursued. The improvement in accuracy was remarkable, but their ability to guide an opportunity to closure was astounding once they thought clearly about what could work against them and how to overcome the obstacles.

With the Incite!Sales Opportunity Portfolio Analysis system, they thought with less bias, experienced greater accuracy in their sales projections, and exercised greater control over the choices they made with opportunity pursuits and the resources they applied to capture them.

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