Sales Analysis:
Sales Forecasting and Pipeline Management
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In a competitive landscape, growing distributors need accurate sales forecasting and pipeline management. Sales forecasting gives companies a clear window into future product and service demands. Additionally, a successful company needs to know how to manage—and make the most of—its sales opportunities while they're still in the pipeline.
With NetSuite for wholesale distributors, sales representatives can generate two types of forecasts: calculated forecasts based on current opportunities, quotes and orders in the pipeline, as well as "override" forecasts, which are based on sales people's predictions of up-and-coming deals. As a result, sales reps can access accurate, real-time sales forecasts, enabling better and faster business decisions.
Sales representatives also have key pipeline-related data at their fingertips—such as a list of contacts, a record of previous meetings, and categories of products and services that are ideal for a given customer—enabling them to make the sales that make you profitable.
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- View accurate forecasts that include such key information as the projected amount of sale, probability of close, and weighted amount of each transactions.
- Aggregate reports across territories, teams and reselling channels in order to assess how each selling team is performing.
- Pinpoint market trends and anticipate future customer demands, sharpening your competitive edge and strengthening your market position.
- Make the most of every opportunity in your pipeline—and maximize ROI on your marketing dollars—by viewing all opportunities as aggregated lists, or as detailed individual records.
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- A range of forecast categories enable sales representatives to provide a best case, worst case, and upside forecast.
- The Manager Forecast Editor enables sales managers to enter their own forecasts for each sales representative, as well as enter an override forecast.
- Sales forecasting options—by sale representative, status summary, item summary, or pipeline status—provide deeper visibility into the pipeline and let managers assess the amount of potential revenue that exists at each phase of the sales cycle. Data can be displayed in lists, or within detailed opportunity records.
- Reports and graphical snapshots present real-time data on the forecast amount, quota, and actual sales for each sales person in the company.
- Track multiple leads within the same company separately, getting insight into each contact, conversation and unique opportunity.
- Display all opportunities, quotes, orders and closed sales on your Dashboard.
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