{"id":12346,"date":"2020-06-18T10:00:00","date_gmt":"2020-06-18T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/major-account-revenue-forecasting-for-2020\/"},"modified":"2022-12-19T17:01:56","modified_gmt":"2022-12-19T17:01:56","slug":"major-account-revenue-forecasting-for-2020","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/major-account-revenue-forecasting-for-2020\/","title":{"rendered":"Major Account Revenue Forecasting for 2020"},"content":{"rendered":"\n<p>\u201cThe Critical Elements of Proactive Client Retention\u201d is the most recent Sandler Research Center survey project, which closed to survey participants on May 31. We are now performing data analysis and will soon publish our complete findings. In advance of that report, I\u2019ve followed, with great interest, the results from a single question asked among the 25 questions of the survey and want to share the findings. The question we asked:<\/p>\n\n\n\n<p>&nbsp; <em>*Forecasted Revenues* &#8211; For a typical major account, what percentage of change do you project in forecasted revenue this year?<\/em><\/p>\n\n\n\n<p>Considering the business climate and all the changes brought about by the global coronavirus pandemic, I\u2019ve been interested to see how the responses to that question mirror much of the anecdotal information I\u2019ve been hearing from the sales space. After further analyzing that question, I\u2019ve come to some data-based conclusions \u2013 none of which may be different from what many have hypothesized \u2013 but now are substantiated based on survey data from the Sandler Research Center.<\/p>\n\n\n\n<p>To begin, data from all survey participants reveal a result roughly divided in thirds.<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>36.8% replied that forecasted revenue for the year will <em>increase<\/em><\/li><li>30.8% responded that forecasted revenues will<em> decrease<\/em><\/li><li>And 32.5% replied that forecasted revenues will <em>remain the same &nbsp;<\/em><\/li><\/ul>\n\n\n\n<p><em>For a typical major account, what percentage of change do you project in forecasted revenue this year? Overall Survey Results<\/em><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/SRCblogGraph1.jpg\" alt=\"\" class=\"wp-image-6054 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 422px; --smush-placeholder-aspect-ratio: 422\/168;\" \/><\/figure>\n\n\n\n<p>When you examine those replies, cross-referenced with the size of the respondents\u2019 company, as determined by its annual revenue, the story is more telling. Respondents from the smaller-sized companies were more likely to expect forecasted revenues for this year to decrease or remain the same. In fact, the data from the largest-sized companies were significantly more likely to expect an increase in revenue this year, and much less likely to expect a decrease.<\/p>\n\n\n\n<p><em>For a typical major account, what percentage of change do you project in forecasted revenue this year? Results based on annual company revenue<\/em><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/SRCbloggraph2.jpg\" alt=\"\" class=\"wp-image-6055 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 359px; --smush-placeholder-aspect-ratio: 359\/215;\" \/><\/figure>\n\n\n\n<p>Analysis of the results of that same question and cross-referenced with the self-reported industry of the respondent, tells a story which shows differing optimism in different industries. Survey respondents from the Financial Services and Construction industries are far more optimistic as those in Consulting or Technology.<em>For a typical major account, what percentage of change do you project in forecasted revenue this year? Results based on respondent\u2019s industry<\/em><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/SRCbloggraph3.jpg\" alt=\"\" class=\"wp-image-6056 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 432px; --smush-placeholder-aspect-ratio: 432\/294;\" \/><\/figure>\n\n\n\n<p>One last analysis is based on the timing of the response to our survey. This survey collected survey responses during the months of April and May 2020. The replies to that same question from April are less optimistic than those collected in May \u2013 supporting a feeling of growing economic optimism, even if ever so slight, during those months.<\/p>\n\n\n\n<p><em>For a typical major account, what percentage of change do you project in forecasted revenue this year? Results based on month of response<\/em><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/SRCbloggraph4.jpg\" alt=\"\" class=\"wp-image-6057 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 361px; --smush-placeholder-aspect-ratio: 361\/216;\" \/><\/figure>\n\n\n\n<p>The complete analysis of The Critical Elements of Proactive Client Retention survey will be published soon and available to all those who participated in the survey. Those who did not participate but are interested in the results will find an abbreviated report published <a href=\"https:\/\/sandler.com\/research\"><strong>here<\/strong><\/a> once available.<\/p>\n\n\n\n<p>The survey was fielded in April and May 2020 and collected responses from 887 surveys submitted. Results were received from a global audience comprised of: 76% from North America, 15% from Europe 3.5% from South America and the remainder from Asia, Africa and Australia.<\/p>\n\n\n\n<p><strong><a href=\"https:\/\/sandler.com\/research\">Click here to learn more about the Sandler Research Center.&nbsp;<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cThe Critical Elements of Proactive Client Retention\u201d is the most recent Sandler Research Center survey project, which closed to survey participants on May 31.<\/p>\n","protected":false},"author":15,"featured_media":12351,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1279,1350,1057],"class_list":["post-12346","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-organizational-development","tag-organizational-strategy","tag-professional-development"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - 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