Weighted Pending
Allow us to weight the months differently when entering the same deal.
Mike
shared this idea
Through talking with customers and gathering feedback in various discussions we’ve come to the conclusion that the majority of sales teams consider these to be separate deals and in turn weight a deal as a whole.
If you are positive about July/Aug/Sept, but less sure about Oct/Nov/Dec then we found most salespeople are really working 2 different proposals or deals, not 1.
I’m not sure if this will help to explain it better but one manager compared it to Priorities on Accounts in that the account as a whole has a priority. It’s not by Outlet. It’s the spending potential of the Account as a whole, or in this case it’s the confidence in the Deal as a whole.
-
Anonymous
commented
To be able to forecast a differnt weight on each outlet differently. AEs may be very sure of a deal on one outlet, but proposing a significant difference on another stations that they're much less sure of that.