Improve Sales Forecast Accuracy With This 2x2 Matrix
Complete this 2 x 2 customer sentiment and engagement matrix to get a real-time pulse on deals across the sales org.
Forecast accuracy hinges on your ability to obtain three things:
A high-quality forecasting method
High-quality
CRM data
Emotional
insights*
* Opportunity level insights regarding customer sentiment and engagement.
This exercise will help you obtain emotional insights.
How this exercise works:
For each opportunity, answer five questions pertaining to sentiment and five questions pertaining to engagement. In doing so, you’ll need to recall:
Language cues
words, phrases, contextual cues, share of voice
Tonal cues
tone of voice, inflections, hesitation
Non-verbal cues
body language, facial expressions, reactions, eye gaze
Tally up your score
Map each opportunity on the 2 x 2 matrix.
The matrix can help you to:
- Visualize customer sentiment (positive/negative) and engagement (high/low)
- Better understand which deals are most likely to close
- Build a more accurate forecast
I Want to Improve My Sales Forecast Accuracy
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