Insights · White Papers
Guide
Seller Forecasting
For the individual seller — your ratios, your forecast, your roadmap to plan.
Forecast accuracy is usually set out for the business. This paper takes the same discipline down to the individual seller — how a salesperson uses their own 1-to-1 ratios, their own 30 / 60 / 90 forecast and the Sales Increase framework to close the gap between where they are and where they need to be.
Sellers don’t fail for lack of effort. They fail because they can’t see which of their own ratios to move, by how much, to hit plan. The average B2B salesperson loses 70% of their deals; the best win 7 in 10 — because they qualify well and lose quickly. The difference is ratio discipline, not activity.
Read this White Paper to:
- Measure your 1-to-1 ratio — your personal conversion fingerprint, from suspect to closed business
- Use 30 / 60 / 90 forecasting to see slippage at the start of the quarter, not the end
- Apply the Sales Increase framework to know which lever — volume, quality, velocity or value — to move
- Avoid the “Big Deal Spiral”, where one large opportunity starves the 60- and 90-day pipeline beneath it
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Other resources
- Guide
Guide: The Problem-Solving Process
- White Paper
