Language: Hinglish. Yeh guide English mein padhne ke liye: How to Improve Sales Forecasting with CRM
Short answer: Sales target vs sales forecast: target woh hai jo aap chahte hain, forecast woh hai jo CRM ki pipeline ke hisaab se hone wala hai. Gita sikhaati hai ki adhikaar karm par hai, phal par nahi. Sales mein iska matlab: salesman ko sirf ₹10 lakh ka target dene ki jagah roz ke karm (calls, follow-ups, meetings, quotations) par focus karwaayein. Sahi karm se phal (sales) aata hai, aur CRM dono ko naapta hai.
Pichhle article mein humne CRM audit dekha. Chapter 4 ka yeh aakhri article ek gehri baat par hai: target ka dabaav aur sahi kaam ka farak.
Target ka dabaav kya karta hai?
Mahine ki 1 tareekh ko target diya, 25 tareekh ko poochha “kitna hua?” Beech ke 24 din kisi ne nahi dekha ki salesman kya kar raha hai. Aakhri hafte mein bhaag-daud, discount, aur galat promise. Agle mahine phir wahi.
Sales target vs sales forecast: farak
| Target | Forecast | |
|---|---|---|
| Kya hai | Jo hum chahte hain | Jo pipeline ke hisaab se hoga |
| Kahan se aata hai | Owner ka lakshya | CRM mein deals aur unke stage se |
| Kab pata chalta hai | Mahine ke aakhir mein | Mahine ki shuruaat mein |
| Faayda | Disha deta hai | Samay par sudhaar ka mauka deta hai |
Agar 5 tareekh ko forecast dikha raha hai ki pipeline target ka sirf aadha hai, toh aapke paas 25 din hain zyada leads ya behtar follow-up ke liye. Isse sales forecasting kehte hain.
Gita ka Karma formula
Gita (2.47) ki prasiddh seekh hai: karmanye vadhikaraste ma phaleshu kadachana. Yaani tumhara adhikaar karm par hai, phal par nahi. Iska matlab result ki chinta chhodna nahi, balki apni urja us cheez par lagaana hai jo tumhare haath mein hai.
Salesman ke haath mein order nahi hai. Customer ka faisla hai. Par uske haath mein hai: kitni calls, kitne follow-ups, kitni meetings, kitni quotations.
Karma metrics: roz ke kaam ka target
Maan lijiye aapke data ke hisaab se 10 quotations mein se 3 order bante hain, aur 4 meetings se 1 quotation. Toh ₹10 lakh ke target ke liye:
- Kitne orders chahiye? (₹10 lakh ÷ average order value)
- Kitni quotations? (orders ÷ conversion)
- Kitni meetings? (quotations ÷ conversion)
- Roz kitne calls aur follow-ups?
Ab salesman ko “₹10 lakh laao” nahi, “roz 25 calls, hafte mein 6 meetings, 4 quotations” ka saaf kaam milta hai. CRM roz batata hai ki karm ho raha hai ya nahi.
FAQ
Sales target aur sales forecast mein kya farak hai?
Target lakshya hai, forecast pipeline ke hisaab se sambhavit result.
Activity-based target kya hota hai?
Roz ke kaam (calls, meetings, quotations) ka target, jo sales target se nikaala jaata hai.
CRM sales forecast kaise banata hai?
Pipeline ki deals, unki value aur stage ke hisaab se.
Agla kadam
Team CRM par hai. Ab Chapter 5: CRM se business badhaana. Ek dilchasp baat se shuru: Support Team CRM ko Sales Team se Pehle Kyun Apnaati Hai?
Activity dashboard aur forecast set karwaana hai? Call karein: 99142 49191.
