It's the middle of the month and I'm enjoying my early morning caffeination while reviewing the preliminary monthly sales forecasts from the sales team. I see one thing that concerns me. Many of the opportunities forecasted to close again this month at 90% probability are deals that have been previously forecasted to close at similar rates of probability.
These are prospects for which I authorized multiple on-site sales calls, prototyped the "must have or we won't buy" functionality and for whom we hosted full-day visits at our headquarters. The company has expended a lot of time and money in an effort to close these accounts, but we’re not making the progress we should with them.
I pick one of the more egregious examples and call the sales representative to determine what else needs to be done to ensure that the prospect closes this month.