Salespeople have to be able to predict when sales will happen, it’s an essential part of the job, and it’s referred to as forecasting. Businesses need to know what is lying ahead and salespeople are best suited for determining that. But, as any salesperson will tell you, “it ain’t easy.”
In our ASPEC sales methodology we use a couple of issues to determine probability of winning the order. On one side we look at the confidence of winning. That involves gut feel about ability to beat the competition, whether the product to hold its own, and of course the price. I always think of product spec and performance coupled with price to represent value to the customer.