Your sales forecast should be the single source of truth when it comes to making the decisions that drive your business with confidence.  For example, do you know exactly when the revenue in your sales forecast will hit and can you comfortably plan around it?  Are you able to make investment decisions based on those dates?  Would you buy new machinery, add a truck to your fleet, upgrade your enterprise software, add new team members, and other key decisions based on the accuracy of your forecast?  Or do you hedge your bets a little and discount whatever the sales team says they are going to deliver?  What would your business look like if you had a proven, milestone-centric sales process in place that everyone followed with consistency?  Would you be able to scale faster and make better decisions?

In this 60-minute live broadcast, sales development expert and author Mike Carroll will outline the power of defining a milestone-centric sales process for your business, defining the commitments salespeople need to gather at each step, so your forecast can be as accurate as possible.  He will share a practical framework that can be adapted to multiple sales situations that will not only improve forecast accuracy but will also provide a coaching framework for your managers to follow.

Topics included:

• Critical Ratios Needed to Maintain a Full Pipeline
• Defining Quality Opportunities
• Maintaining a Balanced Pipeline
• Tracking Pipeline Movement
• Establishing Covenants at each Milestone
• Qualifying the Decision Process and Criteria
• Common Stumbling Blocks that Delay Opportunities
• Using Pipeline Metrics in Coaching Conversations

As Founder and Managing Partner of Intelligent Conversations, Mike Carroll brings more than 30 years of business-to-business sales experience to help middle-market companies drive remarkable growth.  Mike works hands-on with senior executives, sales leaders, and salespeople to build profitable sales cultures.  He has transformed hundreds of sales teams by changing behaviors and leveraging proven methodologies to increase sales and improve profitability.  While Mike is proud of the impact he has had on thousands of sales professionals and sales leaders across North America, he takes tremendous satisfaction in helping CEOs, owners, and executives eliminate their uncertainties and doubts when making decisions about their sales team.  His new book, The Sales Team You Deserve, is available on Amazon.