Introducing a Script for AEs and Sales Managers to run Forecast calls more efficiently‍

The goal of a forecast meeting is to accurately predict future revenue results and drive accountability. Use this guide to help reps and front-line leaders keep forecast meetings actionable, binary, and avoid long-winded stories that don’t help the core goal. 

It’s important not to complete a forecasting meeting with neither a: 1) pipeline scrub, 2) deal strategy session. Each of these serve different purposes.

Champify Forecast Script for Reps:

Structure and Instructions: Set a time limit for each rep – max 5 or 8 minutes (depending on team size)

• Current quarter quota
• Current quarter commit 
  
  • What deals in commit and what are the scheduled next steps
  • What risk is there and what are you doing to mediate it?
• Current quarter upside and Closest to the Pin (CTP)
  
  • What are the next steps and risks for CTP deals?
  • What deals have an outside chance for the quarter?
• View into next quarter pipeline coverage
  
  • Concrete plan to close the pipeline gap

All deal updates should clearly call out the following:

1. Champion
2. Economic Buyer (identified and/or engaged)
3. Compelling event
4. Risks
5. Concrete Asks

**Honesty > Optimism**

‍Current Quarter:

‍Quota is $170,000 -- I have $70k closed so far and am committing $175k with a combination of 2 different deals – X and Y. 

• The scheduled next step for X deal ($55k) is a review of final redlines which are expected by the 15th and our next scheduled meeting is on 16th to review redlines together. Champion has communicated that the risk is that the CFO is newer, but we have two way communications between her and our VP-Sales and have gotten in front of it.
• The next step for Y ($50k) is for our Champion to present our exec proposal with the VP-Sales to the CFO on the 18th and then they expect the paper process to take 7-10 days. There is a bit of risk in timing for this month, but we’ve gotten in front of it. I will have our VP reach out to theirs as soon as the paper is shared to reiterate mutually agreed upon timelines.

I have one deal in “Upside” that I expect to close in month so my CTP (closest to the pin) is $190k:

• For Deal A ($18k land) – Our Champion has procured Champify in the past and we’ve created a joint business case, we have confirmed the budget and met with the EB, and the compelling event is to be implemented by end of April, to kick off Q2 (May) with Champify. There is risk this deal slips into next month, but competition has been boxed out and our core risk here is just timing for the month. Our Champion has only been through their procurement process once so far and may be bullish on timeline.
• Fore deal B ($25k land) – We just got selected as VOC but we do not have clarity around the procurement process yet. We also haven’t had a meeting with the EB, but there has been two-way communication. We are trying to lock down a meeting for the 21st but it is not yet confirmed. Our VP-Sales is connected with the EB – I have written you an email to send that’s in her inbox.
• I have 3 deals making up $180k in Stage 2 pipeline, and expect to convert 1 / 3 of them into Stage 3 pipeline within the next 14 days. 2 / 3 have scheduled meetings and I am locking down a 3rd as we speak. 

Next Quarter

• Right now I have $225k in the next quarter pipeline. My goal is to enter month 3 of this quarter with $350k in pipeline for Q2. I’ve had 4 NBMs in the last 14 days and expect 1-2 to turn into opps and I am waiting on 2 intros and scheduled two other meetings so based on my previous data, I should be able to hit the $350k goal.
• My two biggest focal areas for pipe gen activities are:
  
  • 1) referral campaign with my SDR using our new product launch to 18 companies
  • 2) revive the dead campaign with 41 opportunities – split 33% with SDR, 33% with me, and the final 33% we are working together in a high/low approach. 

PS: Want a version of this in a google doc so you can make a copy and make it your own? Link here.