HALF MOON BAY, CA (PRWEB) June 23, 2004
Cerado, Inc., a provider of sales force information services, today announced the availability of a new research report, "An Introduction to Cerado Analysis: An Intuitive, Visual Method For Identifying Sales Forecasting Problems." This research report describes a novel process for analyzing and highlighting one of the most pressing problems facing the sales force Â identifying significant issues in the sales forecast.
According to recent research presented at the Smart CRM West Conference held in San Francisco, sales effectiveness continues to be a significant issue for executive management. Research presented at the conference by the consultancy CSO Insights found that 51% of sales reps failed to make their quota last year, and a wide majority of companies indicated that their close rate for sales opportunities is currently less than 50%.
The Cerado Analysis process is a simple, yet powerful, process for visually identifying the most significant opportunity areas for improvement in a sales forecast. This method can assist in quickly identifying instances of surprises, over-optimism, and "scrambling" in the sales forecast.
Surprises Â Surprises (sometimes called "sandbagging") occur when a forecast intentionally omits significant deals that are likely to close. When sandbagging occurs, forecasts are reduced and deals close that were never forecast. Sandbagging has the potential to result in unhappy customers, who may be unable to actually receive the goods they had purchased, since the supplier's manufacturing organization had no visibility into actual demand.
Over-optimism Â Over-optimism occurs when a sales rep forecasts a deal that does not actually close. This can happen when a deal that was thought to be "committed" is swept-up by a competitor, or when the deal slips out of the quarter, due to changes in the customer's organization or a mis-understanding of the customer situation by the sales rep.
"Scrambling" Â "Scrambling" occurs when an aggregate bottom-up forecast is close to reality, but the component parts are scrambled. In these cases, although the aggregate number of units sold remains the same, scrambled deals may result in unanticipated (or unwanted) effects in an organization's implementation or customer service organizations.
This research report may be downloaded for a limited time from http://www.cerado.com .
About Cerado, Inc.
The vision of Cerado, Inc. is very simple: to be the leading provider of services that enable a sales force to be more successful. Cerado accomplishes this by using advanced technology to provide useful, non-intrusive services to executives and sales professionals that enable them to communicate more effectively, compete more effectively, and close business more effectively. Cerado works with organizations across a number of highly competitive industries such as high tech, finance, and professional services. Cerado is privately held, and is based just south of San Francisco, California.
On the web at: http://www.cerado.com .
Cerado(tm) is a trademark of Cerado, Inc. All other trademarks are the property of their respective owners.
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