• Home
  • /
  • Blog
  • /
  • Nabeil Alazzam | TSE 1542: Why Your Sales Forecast is Not Accurate and How to Fix It

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Nabeil Alazzam on The Sales Evangelist Podcast

Creating a valuable and accurate sales forecast is dependent on your ability to anticipate the success of sales. So how does the founder and CEO of forma.ai Nabeil Alazzam motivate and drive his team to maintain momentum? Through sales incentives! Using sales incentives and data-driven forecasting, Nabeil encourages his salespeople to reach specific and measurable objectives.

How Nabeil defines sales forecasting:

  • It depends on whether the forecast is for a team leader or a representative. As a leader, it’s taking data across the team and using it to aggregate results.
  • On the rep level, accuracy is critical. If you’re confident which accounts close, you can better visualize what else is needed to do to hit a target number.

Common forecasting mistakes:

  • Being overconfident with deals without a data-driven element to justify the belief.
  • Instead, utilize checkpoints throughout the sales process to know if a prospect will move forward.
  • Another common mistake is that a lack of nuanced checkpoints leads to overprioritizing a fast-cycle sales prospect.
  • As a sales rep, use data to allocate time free of bias towards the accounts most likely to close (without taking the speed of the sales cycle into account.)

Segmentation and forecasting go hand-in-hand.

  • Use data when thinking about an audience cluster. A checklist sales reps have for different groups of people can and should look different depending on the best likely outcome for each group. 
  • For managers, don’t think of data points as averages across the board.
  • Understand your different customer segments and establish guidelines within each audience as data points.

Start data-driven forecasting:

  • Forecasting is a crawl, walk, run approach.
  • When running, you can automate the segmenting approach. In the crawl, it’s simply acknowledging that people buy differently and may need different buying propositions.
  • Think about the types of clients you serve and what success looks like with each of those groups, segmenting by sector, growth stage, and the number of employees.
  • Think about the forecasting method and sales practice you should apply to each (and create data points based on these audiences.)

How can incentives help our forecasting?

  • Incentives drive behavior. And, ideally, better salespeople get paid more. If you can’t set forecasting successfully, you can’t allocate the proper incentives to the right salespeople.
  • If you start to novice a prospecting segment is beginning to lag, you can be specific in your incentive to correct your trajectory.
  • The goal should be to design incentive structures so the rep understands how much time they should allocate to that goal without detracting from the overall performance.

Connect with Nabeil on forma.ai and reach out on LinkedIn.

This episode is brought to you in part by LinkedIn Sales Navigator.

The Great Resignation has become the Great Reshuffle, meaning it can be difficult for sales professionals like you to find leads and close deals. Luckily, Sales Navigator from LinkedIn is here for you!

Sales Navigator from LinkedIn is the only tool that uses real-time alerts and up-to-date insights to help you know when prospects are ready to buy. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.

Gain the advantage of accurate, quality lead generation data from LinkedIn Sales Navigator. You can get a 60-day free trial of Sales Navigator at www.LinkedIn.com/TSE

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com.

This course is brought to you in part by the TSE Sales Certified Training Program, designed to help new and struggling sellers master sales fundamentals and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.thesalesevangelist.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey.

We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Stitcher, or Spotify. You can also leave comments, suggestions, and ratings for each episode you listen to! 

Read more about sales or listen to audiobooks on Audible and explore their huge online library. Register now to get a free book and a 30-day trial.

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.