Precision Pending

What

Precision Pending is an advanced forecasting tool within ShareBuilder CRM that utilizes algorithms to analyze Account Executive (AE) behavior, enhancing the accuracy of sales predictions. It evaluates how precisely AEs categorize pending deals and refines its assessments as more data becomes available.

Why

Implementing Precision Pending builds greater trust in your team's pending revenue figures by providing data-driven insights. This leads to improved forecasting, better resource allocation, and more informed strategic planning.

How

1. Functionality:

   • Behavior Analysis: Precision Pending monitors AE performance in managing pending deals, learning from their accuracy over time.
   • Data Integration: The system continuously updates its algorithms with new data to enhance forecasting precision.

2. Implementation Timeline:

   • New AEs: For newly onboarded AEs, it's advisable to allow at least one quarter to gather sufficient data for assessing their pending management behavior. However, initial Precision Pending metrics will start appearing after the first month.

3. User Interface:

   • Sales Funnel Integration: Users can simultaneously view and manage Precision Pending, Adjusted Pending, and Unadjusted Pending lists from a unified Sales Funnel page, streamlining the oversight process.
     
     

4. Best Practices:

   • Regular Updates: AEs should update their pending items daily to ensure the most accurate and current data is available for analysis.
   • Account Transfers: When an account is reassigned to a different AE, the Precision Pending data will adjust to reflect the new AE's management patterns. It's crucial for the new AE to actively update pending information for these accounts to maintain data integrity.