Predictability in sales: understand how to apply it

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We can define predictability in sales as a habit that allows you to have an idea of ​​what your business's revenue will be in a specific period of time.

So, to understand better, imagine that you would like to have control similar to what we do when we measure our expenses to save some money or to close the month without debts.

For this to happen, we think about all the fixed and variable expenses we have, or imagine we will have, and then we try to control them, right?

It's the same with sales ! To define the resources available in your company, plan an investment or a revenue target, you need to have this assertive forecast .

So, keep reading this article and discover the benefits of applying this business strategy and how to do it with very simple math!


In the article about the relationship between technology and sales , I mentioned as one of the advantages of this combination the predictability it guarantees for your business.

But why is it so important? Well, let's look at the facts:

If you want to make a certain amount of money at the Canada telegram data of the month, you need to set goals that, together , will lead to that amount of money, right?

For these goals to be concrete, real and achievable , you need to understand what needs to be done at each stage of your sales funnel, according to what you expect.

So, companies that don't have this type of forecast end up in the dark, because they don't understand what goals they need to target or how many leads they need to prospect. In the end, the goals don't match and the team is left empty-handed.

To do this, you need to have some indicators ready to be analyzed and a well-structured sales funnel.

However, don’t despair! We have the perfect solution for those looking to structure an outbound process from scratch. Check out House de Prospectção when you’re done reading! I guarantee it will be worth it:







How to have more predictability in your sales


To create this type of practice within a sales process, we recommend what is called “Reverse Engineering”. This strategy involves turning your funnel upside down and starting an operation that is the opposite of how it started.

It seems complicated, thinking about it like that, superficially, doesn't it?

But, follow the thread and understand how this technique will be useful for your business :



Reverse Engineering


With reverse engineering you can apply your team's overall goal and achieve it through small tasks , according to the reality of your business.

So, to explain it to you in a more dynamic way, I'll give you a concrete example, the predictability that we do here at Hackeando Processos :

Of course, we have the general stages of our funnel = prospecting, lead connected, meeting scheduled, meeting held, proposal presented, negotiation and closing.

What's the trick with reverse engineering? Suppose the quarterly revenue we want to achieve is R$100,000. The first thing we should think about is: how many contracts do I need (or want) to have closed by the end of the quarter?

Let's say I need 10 contracts on average. Well, we have a number and this is where predictability starts to take shape.