While a forecast review and a pipeline review have a lot in common, they are not the same thing. If you aren’t doing both, there is a good chance that you are setting yourself and your reps up for failure.
Of course, the pipeline and forecast reviews don’t necessarily have to be two separate meetings, and you may find it beneficial to include elements of the pipeline review into your forecast review meetings. However, in many expansion stage SaaS companies, there are simply too many deals in the pipeline to discuss every single one. So in order to incorporate a pipeline review into your next forecast review meeting pick 5 to 10 deals randomly for each rep and ask the same questions that you would ask in a forecast review meeting. But instead of asking “How do we get it to close?” you should ask, “How do we get it to the next stage in the sales process?”
If you aren’t incorporating some aspect of pipeline review into your meetings with your sales team, you should start today.
image provided by: TheBusyBrain