JdgDredd

AVP - Sales

Probability % Yay or Nay

My 2 cents are that the deal is either a Yes or a No and you cannot forecast using the probability % x Amount. It might be possible in short cycle volume same price deals. But not in places where the deal size varies.

Probability % Yay or Nay in forecasting

Attached poll

Yes, I use it in all my forecasting No, I use it in some reports Its Stupid

*Voting in this poll no longer yields commission.

👑 Sales Strategy

🧢 Sales Management

7 comments

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CadenceCombat

Tycoon

Account Executive

Well, in my experience, the probability % is typically associated to the deal stage and is outside of my control.

For example:
Discovery - 10%
Demo - 20%
Investigation - 30%
Etc...

That being said, I typically categorize deals in forecast in 3 buckets:

Commit - meaning, if it doesn’t close, I accept and deserve to get an earful about it.

Gut - The deal is tracking nicely and I have a good gut feeling on it based on XYZ but there isn’t enough there to warrant a commit.

Best case - There’s a slim chance of closing the deal within X timeline but don’t hold your breath.

Everything else is either too early to have any opinion on it or it’s a no.

I think it’s very hard to keep things as ‘yes’ or ‘no’ when there are so many variables and nuances as a deal progresses.

GlenRoss

Politicker

Account Executive

I think it’s only really helpful if it’s customized for each rep at each stage in the sales process

JdgDredd

Good Citizen

AVP - Sales

Still wont be real. There are deals that come to proposal and drop off. Probability is a bad measure

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

Outside of standard stage probability I rank my own. Blood commit where if Iose it I am surprised, upside deals that could go either way and will, and pipe fodder where I have more work to do to move to one of my stages

JdgDredd

Good Citizen

AVP - Sales

I did something similar Forecast - blank, going good, commit. This helped me view the pipeline better and reps didnt have the option to change the field once they had updated it

JdgDredd

Good Citizen

AVP - Sales

It would be extremely beneficial to all for us to understand what scenarios do the "Yes, use it in all my forecasting" come into play for your sales structure

PhlipOut

Politicker

Account Executive

% make more sense looking at larger numbers. When i managed a team I could confidently commit about 40% of our factored pipeline. every time. on a line by line level, less so. more important is agreeing what equates to each sales stage

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JdgDredd

Probability % Yay or Nay

Probability % Yay or Nay in forecasting

7 comments

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