A realistic sales forecast can help you plan resources, and spot problems, while you still have time to do something about them. Making sales forecasting into an exact science is always going to be a challenge. There are so many variables to achieving a forecast that is reliable, reasoned and realistic.
Do you struggle to be objective when forecasting sales opportunities? Strong relationships, warm referrals, gut feeling, competitive advantages can all give you that warm fuzzy feeling about a deal, yet how often does something go wrong?
The timeline slips, your influencer leaves, the budget gets reallocated, the business gets acquired, or just too busy. Alongside this, you’re relying on your sales team to be objective, not optimistic, about the steps taken to qualify the deal.
How does Flowlens support more reliable sales forecasting?
Alongside our user-friendly lead management, task, email and interaction tracking and quotation tools, Flowlens Sales Forecast reporting help you understand the decisions your sales team make about the deals they expect to win.
Define and quantify your sales cycle
Flowlens helps you define what your sales process looks like, step by step, and what makes a substantive change from one state to another. If you haven’t analysed the journey of successful sales, and the ones that go wrong, how can you make reliable predictions about future deals?
For example, here’s our sales cycle, comprising of 5 main stages. For us, first step is to qualify the need exists, and the company has a firm timeline, budget and authority to proceed. Next we use online demos and workshops with influencers and decision makers to validate how Flowlens will do the jobs they need done.
After validating the need and requirement, and reviewing the costs associated with the solution we move to proposal stage, however we don’t register a substantial step forward until we know we’ve been short-listed. A verbal or email confirmation marks the next stage, however the deal isn’t 100% until the contract is signed.
At each stage we assign a percentage value, allowing us to quantify the value of the pipeline based on probabilities, not gut feeling.
Visualise your sales forecast
Working all these calculations out and displaying them over time is something Flowlens does for you. So you can see how your forecast is shaping up over time, and across the stages of the sales cycle.
Driving better sales qualification
Flowlens gives you the tools to capture lead qualification information as the deal progresses.
Create simple forms that capture essential information as you move along the cycle. This tool will keep your sales team’s focus on answering the right questions consistently and ensuring they have clear answers. If there’s no clear answer, there’s no basis for moving an opportunity along the pipeline.
Track accuracy of deal stages, values and forecast close dates
Flowlens sales lead activity log tracks the changes you make to the sales stages, values and forecast date. How often has a ‘hot’ deal slipped from month to month? Help your team make more accurate predictions by testing previous decisions and learning against the latest hot prospect.
In summary, Flowlens provides user-friendly tools to support day-to-day sales activity and help your sales team work more efficiently. The tools help you manage more effectively, challenging qualification assumptions, and supporting an accurate forecast model that works for your business.
Flowlens is a fully integrated business management solution for small OEMs and Assemble to Order / Build to Order companies. Flowlens runs in the cloud, negating the need for expensive servers and support.
Most ERP systems are too expensive for small companies. Our affordable subscription service means you can access a higher level of management control and reporting, across pre-sales, sales, production and after sales helping your business grow, profitably.
Flowlens minimises the duplication of effort and manual tasks common in most small manufacturers. Flowlens centralises all important customer, product and supplier information (in sync with whatever financial package you use). Flowlens shares common data across various functions of sales, stock, manufacturing, invoicing and after-sales.
Small businesses don’t have the people and time to devote to implement large software systems. Flowlens is modular, you can adopt it gradually, minimising downtime and cost and helping manage change internally. Flowlens is user-friendly and easy for your team to learn. We provide cost effective remote or on site training.
Your existing customer and parts data can be migrated to Flowlens, and we’ll guide you on this as part of our implementation and training services.
Flowlens works alongside your existing accounting package. We integrate with Sage, Quickbooks Online, Kashflow and Xero.
How Flowlens helps you plan production and meet customer expectations
Flowlens integrated features work together to make your day-to-day job easier, removing manual and repetitive tasks, and sharing information throughout the process.
To achieve the end result, the following elements work together:
Define Your Parts & Products
Flowlens lets you define your raw materials, standard components, sub-assemblies and products. Our product configurator tools lets you define the options, upgrades (and price uplifts) for your product. This puts you in control of what your Sales team can sell, and ensures they do so at the right price to get you the right profit.
Generate Job Cards and Material Demand
Flowlens Job Cards control material needs for each job, allowing you to plan stock availability based on required materials, start dates and due dates. Flowlens can automatically generate job card material lists based on the configuration of products sold. Upon completion of the job card, Flowlens will automatically back-flush the bill of materials, adjusting stock levels accordingly.
Many small businesses we help are focused solely on managing stock yet many of them have direct labour costs that are equal if not more than the cost of materials yet manage labour costs subjectively. Flowlens provides a simple all in one system to track all direct labour costs objectively by project so that you can start managing your labour costs for in the same way you do the products you purchase.
Control Stock Levels and Purchasing
Flowlens tracks stocks levels for your parts, Purchase Orders and Goods Received to ensure you know exactly what you have on hand, what is on order and what is available for production. Flowlens stock management tools help you efficiently control stock value accuracy, manage stock takes and adjustments.
Automated Sales Quotation Builder
Your Sales team benefit from a user-friendly Quotation Builder. Select the Product(s) your customer is interested in, and work through the options and upgrades to arrive at a finished price and automatically generated Quotation. When the Customer places their order, the saved configuration will automatically carry through to the Job Card for material planning, and to make sure that your customers get what they wanted.
The Flowlens MRP shows all active job cards, material requirements and due dates. Stock can be kitted/reserved via Job Cards, to ensure it is available to production.
Integrated After Sales Support
How much do you invest securing new customers? Flowlens provides the simple all in one tools to help ensure your team give them the customer service they need, to keep them as a long term customer, and to ensure you are maximising your profitability. Flowlens Service Management software helps you monitor customer responsiveness, fault-cause-action diagnosis, and control after sales job quotations and costs.