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.