3 Ways to Make Salesforce Processes Predictable

How Business Leaders Improve Forecast Accuracy by 25 - 40%

1

The Executive Challenge

Make Updates Objective: Subjective updates, inconsistent milestones, and forecast misses erode trust. Executives need Salesforce to become a predictive system of truth.
Identify Core Processes Worth Standardizing
  • Focus where predictability protects revenue and reputation: 
    • Lead Management
    • Opportunity Management
    • Service Delivery
    • Compliance.
Invest where progress accuracy protects your commitments. Establish objectivity as the standard.

2

Define Milestones That Represent True Phases

Milestones are phases, not tasks. Each milestone rolls up multiple field updates. Everyone—leaders and doers—speaks the same language.
  • Service Delivery Process
    • Sample Milestone“Kickoff Completed “
      • Sample Key Fields
        • Meeting Date 
        • Agenda
        • Project Plan
          Each update advances milestone %.
          “No room for subjective embellishment. Progress is visible and agreed upon.”
  • No room for subjective embellishment. Progress is visible and agreed upon.

3

Automate Progress Visibility Across Teams

  • With milestones defined, Progress Manager dynamically updates/reflects true progress in reports and dashboards. Simplifies early risk detection.
  • 25 - 40% improvement in forecast accuracy, without adding complexity.
Unlock strategic oversight with the Progress Intelligence Hub, offering filterable, aggregated views of real-time progress data across reps, teams, roles, and groups to drive informed executive decisions.

Strategic Impact 

  • 25 -  40%improvement in forecast accuracy
  • Reduced oversight burden on executives
  • One language of progress across the org
  • Salesforce becomes an engine of operational truth.
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