How to Improve Your Forecasting & Modeling

Matt Marino

VP of Sales at Global Payments

Learning Objectives

Far too many sales leaders are still creating their forecasts without the appropriate input and accountability from Marketing and Product.

This presentation will review why most sales organizations need both a sales capacity model AND a waterfall methodology to ensure attainment of the numbers and alignment of the revenue generation strategy.

Key Takeaways:

  • Why sales capacity alone is a recipe for disaster

  • How to gain accountability from Marketing and Product

  • How to be both qualitative and quantitative