incite!sales: sales portfolio forecasting system
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Incite!Sales: Sales PortfolioForecasting SystemImprove Your Revenue with Greater
Accuracy in Sales Forecasts
www.incitedecisiontech.com
678.947.5997
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Sales forecasts are notoriously biased.
Why?
Unwarrantedop:mism Sandbagging Senseofen:tlement Falseprecisionversusaccuracy Memorableorextremeevents Availabilityofirrelevantinforma:on AnchoringCopyright2013InciteDecisionTechnologiesLLC,AllRightsReserved 2
hp//en.wikipedia.org/wiki/FileDouble-alaskan-rainbow.jpg#filelinks
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These effects are most noticeable in
firms with
Long,complexsalescycles Lowfrequency,highvaluesales Lilehistoricalinforma:ononwhichtobase
top-downforecasts
Examplesprofessionalservices,capitalequipmentfirms,engineering,architecture,
construc:on,ITdevelopment,etc.
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How does this affect your business?
Youfailtopriori:zethebestopportuni:eseffec:vely,leadingtodelayorfailuretoclose
Incomecrunchesandcashshortagestakeyoubysurprise Produc:onneedsmisalignwithdelivery
commitments
Theneedsofyourmarketgetobscuredbyfalsenarra:ves,preven:ngeffec:vegrowthorexpansion
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Our Sales Portfolio & Forecasting
System addresses these problems
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Avoidinherentbiasesinsinglepointes:mates Developanaccuratepictureofwhenrevenues
willmostlikelyoccur&whenshorallsareimminent
Reallocateresourcestoincreasethelikelihoodofclosingvaluableopportuni:essooner
Knowwhichopportuni:estoabandon Becomealearningorganiza:onthatimproves
forecasts&efficiencyover:me
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The Four Pillars of the System
Calibra'onInputsaredebiased&putinproperformformathema:calsimula:on.
Simula'onMonteCarlosimula:onoperatesonallinputsinasta:s:callyconsistentmannerforusefulinterpreta:on.
Interpreta'onMeaningfulresultsarereturnedinclear,graphicaldisplaysthatpermitimportantinsights.
Communica'onInsightstranslateintoac:onwiththeproperresources&supportcoachingandincen:veprograms
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Removing bias from sales estimates
starts with effective calibration
10% 90% 99%1% 50%
8 27 433 12
InputCalibra:onUnitsSoldacct1
15.3
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Avg
Exploratorydialogguidesanes:mateforarangeof
assump:onsforeachofeightinputs,notjustsinglepoint
values.
Visualfeedbackhelpsto
calibrateassump:onsfor
reasonableness.Shouldyounowwidenornarrowyour
es:mate?
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Get an accurate picture of when you
will likely see revenue occur
8Copyright2013InciteDecisionTechnologiesLLC,AllRightsReserved
Peaksindicatewhen
receiptsmostlikely
occur.Valleysindicate
distribu:onofincome
concerns.
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Get an accurate picture of where
revenue crunches & trends occur
!
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Understand where to make important tradeoffsto improve closure of valuable opportunities
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Couldyoureallocate
resourcestoimprovethe
likelihoodofmorevaluable
awards?
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Understand the efficient priority of
opportunities
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Whatifyoucompletely
reallocatedresourcesfrom
pursuingtheselowmarginal
contribu:onopportuni:es?
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Understand the gap between total
potential income and risk adjusted income
Poten:al
Risked
$2M $4M
Revenue[$]
$6M $8M $10M $12M $14M $16M $18M $20M$0
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Gap=$6.6M
10% 90% 99%1% 50%
Percen:leLegend
Avg
Thegaprepresents
theValueofControl
forinsuringthatall
opportuni:esresult
inAward.
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Learn from your history to improve
Obtaininsightsintosalesrepstendencytowardaccuracy
Implementcoachingandincen:veprogramstoimproveaccuracy
Observehowsalesrepsimproveaccuracyover:me
Trailing1Q Trailing2Q Trailing3Q Trailing4Q
10%40%40% 10% 25%30% 40% 5% 30%40% 25% 5% 50%25% 15%10%
TrailingQuarterAccuracyUnitsSoldSalesRep1
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Should your sales organization use our
Sales Portfolio & Forecasting System?
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www.incitedecisiontech.com
678.947.5997
Contactustodaytoseealivedemo
andlearnmore!
Isyourcompanyaprofessionalservices,
capitalequipment,engineering,architecture,
construc:on,orITdevelopmentfirm?
Doyouexperiencelong,complexsalescycles
withlowfrequency,highvaluesales?
Doyoupossesslilehistoricalinforma:onon
whichtobasetop-downforecasts?
Doyoumaintainaprogressiveatudetowardadvancedsalesprocessesorwantto
growinthatdirec:on?