This is the PCR You Need
Countless sales gurus say that your Pipeline Coverage Ratio (PCR) needs to be 3x to make your number. Well one says 3.2x. Another says 4...
Realistic, sample data
This is the PCR You Need
Video: Something's Wrong if Your Forecasts are Right
Win rates. Omit opens at your peril.
Something’s wrong if your forecasts are right
Funnelcast is Different
Of Sunspots, Tea Leaves, and Pipeline Coverage
The Six Biggest Sales Analytics Lies
Sales Capacity Planning
Forecast Accuracy and Repeatability
All forecasts are wrong. Some are useful.
Sales Ops Anti-Patterns
A Condor on a Bicycle Meets Spiderman
Additional Adventures in Averages
The Conceit of Coverage (The Myth, Fiction, and Fact of PCR)
The Menace of Means
The Importance of Focusing on Sales Forecasting for Effective FP&A
The Three Sales Musketeers
The Magic of Parsimonious Models
Great Win-Rate Expectations
Salesforce Basic Data Best Practices