sales cycle duration;
the size of each potential transaction;
stages of the sales cycle;
percentage of success for each philippines whatsapp transaction size;
the proportion of successful outcomes at each stage of the sales cycle;
percentage of success for each manager.
There are three types of sales specialists , each of whom works with their own client. The first demonstrates all the product's capabilities to the potential consumer, the second makes a commercial offer, and the third conducts the negotiation process.
Multifactor forecasting method
The percentage of completed deals of the first manager at the demonstration stage is calculated. We accept the volume of average expected sales of 20 million rubles. The seller has approximately 25% chances of successfully closing the deal, which is the projected 5 million rubles.
For the second manager, at the stage of submitting a commercial proposal, we accept a smaller expected transaction volume of 8 million rubles. The seller has about 65% chances of successfully closing it, which is the projected 5.2 million rubles.
We calculate the percentage of completed deals of the third manager at the negotiation stage, taking the volume of the expected large deal at 50 million rubles. The seller has approximately 80% chances of successfully closing it, which is the projected 40 million rubles.
As a result, the company receives a total quarterly amount of possible sales of 50.2 million rubles.
To forecast sales, which is based on multivariate data analysis, the following is required:
Clean data. To achieve this, the manager's responsibilities include meticulously tracking each parameter of the transaction. Otherwise, the forecast results will be unreliable.
Software such as CRM system etc.
The advantage of this method is that it is based on information, has accurate results, and, despite the presence of complex mathematics, the technologies used independently calculate the forecast and issue results. The disadvantages include the need to use analytical tools, which are not cheap, and with inaccurate initial data, it is possible to obtain a distorted forecast.
Multivariate analysis is used mainly by large businesses, since it requires expensive software and large amounts of correct information.