As you can see, how accurate the sales planning will be depends largely on the experience, knowledge of human nature and a healthy self-assessment of the sales staff.
Expected value = Probability offer A * Sum offer A + Probability offer B * Sum offer B
The weighted offers mean that you can calculate more precisely than by simply adding up the offers or sales. Nevertheless, sales planning remains a rough estimate and not a precise science. Of course, you could try to use other parameters to make the estimate more precise (e.g. customer activity such belarus telegram screening as the number of contacts, response times, experience from previous transactions, etc.). However, this increases the effort immensely and hardly improves the salesperson's assessment of the probability. In particular, you would need a very large number of offers and data for such a calculation in order to have a halfway valid calculation basis. The costs outweigh the benefits here.
By estimating the parameters of the order amount and the probability of each offer as realistically as possible, you will get the best possible sales planning in the projection with the least amount of effort.
Common sources of error in sales planning
Regardless of whether you create your sales planning by hand (eg in Excel) or whether your CRM software has already prepared the data - some sources of error can significantly reduce the reliability of the forecast. We would like to list three of the most common sources of error that we see again and again here.