How can clarity be established between new business and run-rate business for Universal Containers?

Establishing clarity between new business and run-rate business is crucial for a company like Universal Containers to effectively manage its sales processes and forecasts. The use of Opportunities allows sales teams to track potential sales and manage the sales pipeline for new business effectively. This approach helps in identifying and forecasting revenue from new accounts, ensuring that proper metrics are in place to evaluate performance.

Collaborative Forecasting complements this by providing a structured approach to predict future revenues based on the identified opportunities. By using Opportunities for new business and combining that with Collaborative Forecasting, Universal Containers can create a clear distinction between new accounts that are being pursued and the established sales from existing or run-rate customers.

This strategy allows teams to maintain a high level of clarity and focus, ensuring that their forecasting and sales efforts are aligned to specific goals, whether they pertain to acquiring new clients or maximizing revenue from existing relationships. The integrated approach of using both Opportunities and forecasting tools leads to better visibility and strategic planning in the sales process.

Using only Account Based Forecast and Opportunities for run-rate business or solely focusing on Sales Agreements for new business may lead to confusion and inefficiencies, as these approaches do not fully address the needs of tracking and managing distinct sales processes.