Image from gratisographyPercentage, schmercentage…

Are you using percentages to indicate likelihood of closing? Here’s why to stop:

It’s a guess

Prompting sales reps to guess, when they should be qualifying

Which undermines the importance of qualifying

And bases forecasting on a mirage

So don’t use percentages. Use a simple rating system based on qualifying.

Don’t use prospects’ position in your sales process to forecast likelihood of closing, either. Selling rarely operates in a linear manner—A then B then C, etc. Use a simple rating system based on qualifying.

Simple rating system based on qualifying