Sales simulations Build and save detailed sales scenarios

Sales simulations

Simulations and forecasting

Sales simulations are usually informal: people tinker in Excel to assess their sales and/or bonus for the period. However, simulations are an essential sales forecasting methodology. They are very effective in B2B and also have nice pedagogical virtues. It is a pity they are usually ignored by traditional CRM software.

“What if” scenarios and counter-valuations

SalesClic lets you build and save detailed sales simulations, opportunity by opportunity. Such simulations are useful in two main situations.

• Forecasting sales and bonuses: opportunity by opportunity, the scenarios you build allow you to test the realism of sales targets and your chances of reaching them.
• “Counter-valuations” of the sales pipeline: a sales manager studying the pipeline of a sales rep and disagreeing with some of its assumptions will switch to simulation mode, change these assumptions and save his counter-valuation for discussion with the relevant sales rep.

Sales forecasting and outliers

B2B companies are sometimes at the mercy of “outliers”: opportunities so big that winning or losing them transforms the sales team’s results.

Simulations are one the few forecasting methodologies that remain relevant in the presence of outliers. It is thus very important to have them in your armory.