About the Author

Jeff Williams is an Operating Partner at Bain Capital Ventures, where he focuses on infrastructure software and security. Jeff has more than 25 years of operating experience helping early-stage enterprise software companies to scale and grow into market leaders.

Sales reps are often asked: “Will you hit your number this quarter?” Our answer: let’s rethink the question. Meeting quota is table stakes. The better question is: “How can you exceed your number this quarter?” The key to successful sales forecasting starts with pipeline measurement — consistent tracking in each stage of the sales cycle will bring consistent results. 

Careful focus on five areas will strengthen the sales forecasting process to drive better capacity planning, smoother operations, and most importantly, more revenue!

  • Accuracy
  • Variance
  • Pipeline Coverage & Mix
  • Compliance & Commitments
  • Linearity

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