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01 Executive 04 Demand 09 Hiring & 19 Sales 44 Technology & 51 Resources 55 Directory
Sales
Hiring &
Demand
Technology &
Executive
Resources
Directory
Management
Training
Summary
Experimentation
Generation
Training
Management
Experimentation
Generation
Summary
Sales Management: Forecasting The Numbers
Forecasting
It is the responsibility of the BPA to deliver weekly forecast numbers.
During weekly Forecast Review meetings, managers and fellow team
members will review forecast numbers. The BPA is responsible for
correctly allocating numbers to Best Case, Commit, and Actual.

Accurate forecasting is very important, and it can be challenging at first.
Fellow BPAs as well as management will provide assistance and

coaching to increase accuracy. A BPA’s forecast will also improve over
time and with experience.

Ultimately, the role of Perseus is to deliver quality opportunities and

create an accurate sales pipeline that results in a high close rate.
Training and continued education are paramount to delivering

successful results. Five elements play a critical role in a BPA’s success:

An in-depth knowledge of the product

Expertise in N3’s sales tools

Prospect engagement Confidential. For Microsoft Office 365 Internal and Channel Partner use only.

Uncovering a prospect’s needs and qualification

Objection handling

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