Upon completion of this course, participants will be able to:

• Master multiple quantitative and qualitative methods for generating accurate **Sales Forecasts**.
• Implement a disciplined process for **Pipeline Management** to maintain velocity, quality, and hygiene.
• Design and optimize **Sales Territories and Quotas** based on workload, potential, and historical data.
• Utilize CRM data and analytics to diagnose pipeline bottlenecks and coaching opportunities.
• Differentiate between forecast, pipeline, and commit, and manage the variance between them.
• Develop contingency plans and scenario analysis based on forecast risk assessment.
• Lead effective weekly **Pipeline Review Meetings** focused on objective next steps and conversion.
• Align territory and quota planning with the company's overall go-to-market strategy.

• Sales Managers and Directors
• Sales Operations and Financial Analysts
• Business Unit Managers relying on sales data
• High-Performing Sales Reps preparing for management
• Consultants focused on sales effectiveness

• Hands-on Workshop: Generating a Sales Forecast using Three Different Quantitative Methods
• Group Exercise: Designing a Fair Territory and Quota Plan for a New Market Segment
• Individual Exercise: Analyzing a Sample Pipeline Report to Diagnose Velocity and Hygiene Issues
• Case Studies on Territory Realignment Challenges and Successful Forecasting Implementations
• Role-Playing: Leading a Rigorous, Data-Driven Weekly Pipeline Review Meeting

Unit 1: Foundations of Sales Forecasting

• The strategic importance of accurate **Sales Forecasting** for finance, production, and inventory.
• Mastering quantitative methods: historical data, time-series analysis, and pipeline averaging.
• Implementing qualitative methods: sales rep opinion, management judgment, and Delphi technique.
• Techniques for measuring forecast accuracy and managing forecast variance.
• Utilizing CRM data integrity to ensure the reliability of forecasting inputs.

Unit 2: Rigorous Pipeline Management

Health and Velocity
• Defining standardized, measurable **Pipeline Stages** aligned with the customer buying process.
• Mastering the concept of **Pipeline Velocity** and identifying bottlenecks in the sales funnel.
• Implementing a **Pipeline Hygiene** process (data completeness, timely updates, aging deals).
• Conducting effective **Pipeline Review Meetings** focused on deal strategy and next steps.
• Strategies for managing pipeline risk (large deals, single-threaded deals, non-aligned deals).

Unit 3: Territory Design and Optimization

Coverage and Equity
• Principles of effective **Sales Territory Design** based on market potential, workload, and geography.
• Advanced techniques for balancing territories to ensure fairness and motivational equity.
• Strategies for minimizing channel conflict and maximizing market penetration.
• Utilizing mapping tools and demographic data for data-driven territory creation.
• The process and communication strategy for territory redesign and rollout.

Unit 4: Quota Setting and Allocation

Motivation and Accountability
• Mastering principles of fair, motivational, and achievable **Quota Setting**.
• Allocating quotas across territories and roles based on potential and management expectations.
• Techniques for using quota attainment as a key coaching and performance management metric.
• Managing the relationship between quota, compensation, and forecast expectations.
• Developing a clear communication strategy for quota rollout and adjustment.

Unit 5: Advanced Analytics and Control

Data-Driven Decisions
• Leveraging predictive analytics and statistical models to enhance forecasting accuracy.
• Developing and managing **Forecast Dashboards** for executive visibility and control.
• Using pipeline data to identify individual coaching opportunities and skill gaps.
• Implementing a control mechanism for continuous review of territory and quota effectiveness.
• Scenario planning: adapting forecasts and territory strategy to economic shifts or new products.