To forecast accurately and see how to move your deals along, click on the tab Heat map.
Here, it is easy to analyze your pipeline and to determine and act on accounts strategically in an objective way.
Basically, what the Heat map helps you to do is to give you a simple spreadsheet with all your opportunities, accounts and leads listed.
- What is now best practice to do is to list your e.g. accounts in either important or less important. Weight the accounts against each other and rate them based on the score from your assessments.
Now, which accounts are now the most strategic ones? These are not necessarily the biggest ones.