Blogs

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 – 5x. What's the right ratio? It depends... Check out this short video for the answer. You can measure PCR for your business in about five minutes (if you're on Salesforce or HubSpot) with Funnelcast . (It's free!) See how to sell more. Try Funnelcast.

The common refrain heard at the 2024 RevOpsAlliance CRO/CMO and RevOps Summits. Scaling is tough. The good news is that you probably have...

Four times in two days… People told me that their win rates have changed dramatically. Q. How are you computing that? A. Won/(Won +...

You want your forecasts to be wrong. Wait, what? A good forecast tells you what's reasonable to expect. Most of the time you want to beat...

Instead of reporting or predicting the news, Funnelcast helps you improve it. In a case study , our recommendations produce ~60% more...

Last week I posted about how unhelpful pipeline coverage metrics (among other things) are. I said you might as well look at sunspots to...

And what to do about them. Vendors and conventional wisdom can be misleading. You need 3x pipeline coverage . Fuhgeddaboudit. We've...

Sales capacity planning is the process of determining and optimizing the resources needed to achieve your desired sales targets. Before...

Last month I blogged that All forecasts are wrong. Some are useful . The article underscored that forecast accuracy is overhyped—a...

A forecast is a model of what might happen, not the outcome itself. Its value is not in being perfectly right, but in helping you make better decisions. “How accurate are your forecasts?” Almost everyone goes there when evaluating sales forecasting applications. And it makes sense. Who wants inaccurate forecasts? But your forecasts will be wrong. Most forecasts show you what to expect if things continue the way they have in the past. But in sales, you have agency in the outco

An anti-pattern is a common but ineffective and/or counterproductive way to try to solve a problem. Here are two anti-patterns that I...

Steve Jobs was inspired by an article comparing the efficiency of animals and machines. In the animal kingdom, a condor was the most...

How to quantify risk in your sales forecasts and plans. A lot of basic sales data are not normally distributed. In our blog The Menace of Means , we explored what to do when summarizing these data. Non-normal distributions are very common in basic sales data. But sales forecasts are also sometimes non-normally distributed. That can wreak havoc on your ability to interpret and deliver on a forecast, unless you are appropriately aware. Let's look at examples of how non-normal d

We live in an era of data-driven everything . Using data to help make sound sales decisions is a great idea. But sometimes the abundance...

A statistician is someone who has their head in the oven and their feet in the freezer, but “on average” feels fine. It’s funny, but you...

Special guest article written by Andrew Childress, of TheFP&AGuy . Unless something is seriously broken, chances are that revenue is the...

The key to better sales forecast, plans, and resource optimization Our blogs “ A Tale of Three Knobs ” and “ Great Win Rate Expectations ” discuss flaws in the ways businesses measure win rates. Why is this so important? The output and productivity of your sales process is defined by three factors: win rate, deal generation rate (how frequently you start new deals), and deal size. (Wondering "what about sales cycle?" We'll get to that shortly.) These are reasonably within you

“Garbage in, garbage out. How can you make great forecasts with bad data?” You can't. But you can make forecasts less susceptible to the...

Looking for the Excel win rate calculator ? Looking for our review of win rates methods (w/recipe for building win-rate curves)? How not...

Your sales process is defined by three independent factors: deal size, generation rate, and win rate. Want to grow sales? Those are the...