Forecast Questionnaires
Forecasting Process
- Who on the forecasting team is responsible for pulling together the overall forecast?
- Who are the team members involved in the forecasting process?
- What tools are in place to develop and monitor actual results compared to the forecast?
- What are the three to five key initiatives being implemented which will impact the forecast?
- What are the specific timelines for delivering on these initiatives?
- What is the biggest risk to effectively delivering on the forecast?
- What is the biggest opportunity that can be captured in the upcoming period?
- How does the leadership team receive feedback on the strengths or weaknesses in the forecast?
Download PDF Forecast Process Questionnaire
Research & Development Forecast
- Who on the forecasting team is responsible for tracking R&D timeline metrics?
- What tracking tools are in place to track R&D timeline metrics?
- What are the trigger points in the R&D timeline for telling marketing when to prepare?
- What are the trigger points in the R&D timeline to tell sales when they can start selling?
- What are the quantifiable ramifications to the forecast if the R&D milestones are missed?
- How are data privacy and security concerns addressed to reduce risk to the R&D timeline?
- How are defects in existing products addressed to reduce risk to the R&D timeline?
- How does the R&D team receive customer feedback on the developed product?
Download PDF R & D Questionnaire
Marketing Funnel Forecast
- Who on the forecasting team is responsible for tracking the marketing funnel metrics?
- What tracking tools are in place to track marketing metrics?
- What are the top three to five lead sources delivering the highest volume of leads in the forecast?
- Which lead sources deliver the highest and lowest dollar value to customers?
- Which lead sources deliver the highest and lowest percentage of won customers?
- Which lead sources deliver the shortest and longest sales cycles?
- What is the cost per lead associated with each lead source?
- How does the marketing team receive customer feedback on alignment of marketing messaging with customer expectations?
Download PDF Marketing Funnel Questionnaire
Sales Process Forecast
- Who on the forecasting team is responsible for tracking the sales process metrics?
- What tracking tools are in place to track sales process metrics?
- What are the phases in your sales process?
- What are the specific criteria needed for a prospect to move from one phase to the next?
- What is the overall average close rate?
- What is the overall average sales cycle?
- What are the seasonality assumptions, if any, in the close rate or sales cycle?
- How are both won and lost prospects surveyed to learn and improve?
Download PDF Sales Process Questionnaire
Customer Success Forecast
- Who on the forecasting team is responsible for tracking the customer success process metrics?
- What tracking tools are in place to track customer success metrics?
- How many customers are forecasted to expand in the next period, and at what dollar value?
- How many customers are forecasted to experience contraction in the next period?
- What will the average dollar value be for contractions per customer?
- What are the recent historical retention rates for customer counts and dollar value?
- What methods are used to track customer satisfaction?
- How are lost customers surveyed to learn and improve?
Download PDF Customer Success Process Questionnaire