People often confuse weather and climate. People talk about climate change and often equate it to changes in weather. It’s just not true. Weather is what happens on a day-to-day basis and the temperature can fluctuate 20 to 30 or more degrees within a 24 hour period.
|Weather is often difficult to forecast at any given time. There are plenty of jokes that suggest that weather forecasters on the news have the easiest jobs since they can be wrong most of the time and still keep their employment.|
Climate, on the other hand, is a long-term view and can be forecast down to a fraction of a degree on a year-to-year basis, spanning across decades if not centuries.
The same can be said with sales enablement. It’s difficult to forecast on a day-to-day or even a week-to-week basis; however, a good sales enablement and operations act as a climate metric. You should be able to forecast down to the tens of dollars what your year is going to look like. Not only should you be able to forecast, but you should also have the leading indicators showing to what needs to be done. These indicators act as a predictive model which drives some aspects of prescription that you should follow at all three levels: tactical, operational, and strategic.
Here at the Sales Conservatory, we give you both the ability to try to forecast the weather of sales and more importantly the climate of your sales environment. Later in the day or maybe tomorrow morning, we are going to announce a new offering that will help you gain control across your sales spectrum (tactical activities, operational processes, and strategic initiatives) with a risk-sharing guarantee. You might have to pull out the umbrella once in a while, but it will be sunny for most of the year with comfortable temperatures (corny, I know, but corny works).