Earthquakes Hold the Key to Accurate Sales Forecasts

Posted by Dave Kurlan on Fri, Jan 16, 2015 @ 10:01 AM

seismograph-modern

I love finding cool new apps for my iPad and I'm always looking for the next great weather app.  I recently downloaded eWeather HD and as I poked around, I found something I had never seen before and it has a huge tie-in to sales management, the pipeline, and accurate forecasts!

Appearing right next to the tab for weather alerts, eWeather HD has a tab labeled Quakes.  What the...?  Yes indeed, it logs earthquakes!  Did you know that today, as I write this at 10:18 AM, there have been 6 earthquakes in the past hour?  There was a quake in Eastern Turkey 31 minutes ago that registered 2.1 on the Richter scale, and in the past hour, there were 5 more:

A 2.8 in San Juan, Argentina, a quake in Eastern Turkey that registered 2.3, a 2.4 in the Ionian Sea, a 3.0 in Oklahoma and a 3.1 in Alaska.  And if we go back just 8 hours, there were 14 others, including a 4.3 in Mexico, a 4.5 in Japan, and a 5.0 in Vanuatu.  I don't know about you, but I had no idea that our planet experienced non-stop quakes.  I thought that the ones we heard about on the news accounted for all of the known earthquake activity.

If you run a company, lead a sales force or manage salespeople, you are probably in the dark about salesquakes in much the same way I was in the dark about earthquakes.  The salesquakes registering 5.0 and up on the Kurlan scale - issues that your salespeople come to you with - you know all about those.  But how many of the issues do you hear about when they register below 5.0?

You hear about the deal that's about to close, but then it falls apart.  That's a 6.0.  You hear about the big customer that doesn't renew because they are moving to a competitor.  That's a 7.0.  But do you hear anything at all about opportunities where a salesperson:

  • doesn't get to the decision maker and is talking with the wrong people?  A 4.0
  • doesn't get a firm budget and proposes something the prospect can't pay for?  A 3.9
  • presents or demos to gain interest instead of having a conversation to uncover compelling reasons to buy?  A 4.2
  • is competing against an incumbent and is told the only thing that matters is price?  A 3.4
  • doesn't identify the competition?  A 3.1
  • doesn't tell you that a good opportunity has stalled in an early stage of the sales process?  A 2.9

There are dozens more, but you get the point.  You should know about these salesquakes!

If you have the right CRM solution, and it was configured properly, it would be alerting you to salesquakes in much the same way that eWeather HD alerts me to earthquakes.   If you are using one of the most popular solutions, you probably couldn't identify these quakes even if you were looking for them.

That's one of the things I like so much about Membrain.  There's a ready-to-use version with my Baseline Selling process, Visual Pipeline and methodology built right in that you can get here, or you can contact Membrain for their loaded version with everything you need to run a sales force.

We may not be able to stop earthquakes or even forecast them, but we can put an end to salesquakes and improve the accuracy of our sales forecasts.

Top Sales World and LiveHive have gotten together and published a terrific ebook on getting a jump start to your 2015.  You can download the book here.

You can download the latest issue of Top Sales Magazine here.

Topics: Dave Kurlan, Baseline Selling, sales management, sales leadership, sales pipeline, sales forecasts, eweather HD

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

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