{"id":2564,"date":"2026-11-02T09:00:00","date_gmt":"2026-11-02T08:00:00","guid":{"rendered":"https:\/\/jsoncrew.com\/?p=2564"},"modified":"2026-10-26T16:55:04","modified_gmt":"2026-10-26T15:55:04","slug":"prognozowanie-sprzedazy","status":"publish","type":"post","link":"https:\/\/jsoncrew.com\/en\/2026\/11\/02\/prognozowanie-sprzedazy\/","title":{"rendered":"Sales Forecasting: How to Stop Guessing and Calculate Your Funnel Forecast"},"content":{"rendered":"\n<div class=\"jcx jcx-art\" id=\"jcx-pid-runtime\" hidden>\n<style>\narticle .jcx:not(.jcx-tldr-wrap) li::before,.entry-content .jcx:not(.jcx-tldr-wrap) li::before,.post-content .jcx:not(.jcx-tldr-wrap) 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\"><\/script>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Autor: J\u0119drzej Siewierski, CEO i wsp\u00f3\u0142za\u0142o\u017cyciel JSON Crew.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u201eIle zamkniemy w tym kwartale?\u201d Handlowiec odpowiada: \u201eSpokojnie, w lejku mam ponad milion\u201d. Kwarta\u0142 ko\u0144czy si\u0119 na po\u0142owie tej kwoty.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Suma lejka to nie prognoza. To lista szans, z kt\u00f3rych cz\u0119\u015b\u0107 nigdy si\u0119 nie zamknie, a cz\u0119\u015b\u0107 zamknie si\u0119 dopiero za p\u00f3\u0142 roku. Nikt tu nie k\u0142ama\u0142: w wi\u0119kszo\u015bci firm prognoza powstaje tak, \u017ce ka\u017cdy zgaduje, a kto\u015b potem dodaje te zgadywania. Poka\u017c\u0119, jak zamieni\u0107 zgadywanie w pomiar: co liczy\u0107 w lejku, dlaczego prognozy si\u0119 myl\u0105 i na co patrze\u0107, zanim przyjd\u0105 pieni\u0105dze.<\/p>\n\n\n\n<div class=\"jcx jcx-tldr-wrap\" id=\"jcx-pid-skrot\"><div class=\"jcx-tldr\"><p class=\"jcx-label\">W skr\u00f3cie<\/p><ul><li>Prognoza sprzeda\u017cy to pomiar, a nie wr\u00f3\u017cba. Ma pokaza\u0107, czy plan jest w zasi\u0119gu, na tyle wcze\u015bnie, \u017ceby zd\u0105\u017cy\u0107 zareagowa\u0107.<\/li><li>Prognozy myl\u0105 si\u0119 z trzech powod\u00f3w: d\u0142ugi cykl sprzeda\u017cy (skutek decyzji wida\u0107 po miesi\u0105cach), du\u017ce pojedyncze zlecenia (jeden miesi\u0105c wprowadza w b\u0142\u0105d) i z\u0142y pomiar (liczba zapyta\u0144 zamiast warto\u015bci szans).<\/li><li>Prognoz\u0119 z lejka liczysz tak: warto\u015b\u0107 ka\u017cdej szansy razy prawdopodobie\u0144stwo wygranej na jej etapie, z poprawk\u0105 na wiek szansy. Sama suma lejka potrafi zawy\u017cy\u0107 wynik kilka razy (w przyk\u0142adzie ni\u017cej pi\u0119\u0107).<\/li><\/ul><\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Jazda noc\u0105: prognoza to reflektory, a nie kryszta\u0142owa kula<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Jedziesz noc\u0105 kr\u0119t\u0105 drog\u0105 przez las. Reflektory o\u015bwietlaj\u0105 kilkadziesi\u0105t metr\u00f3w przed mask\u0105. Nie wiesz, co jest za trzecim zakr\u0119tem, i nie musisz wiedzie\u0107. Musisz widzie\u0107 na tyle daleko, \u017ceby zd\u0105\u017cy\u0107 zahamowa\u0107.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Tak samo dzia\u0142a prognozowanie sprzeda\u017cy. Cz\u0119\u015b\u0107 przysz\u0142ej sprzeda\u017cy ju\u017c jest na Twojej drodze: to szanse, kt\u00f3re dzi\u015b s\u0105 w lejku. Prognoza to reflektory, kt\u00f3re o\u015bwietlaj\u0105 ten odcinek. Dalej jest ciemno\u015b\u0107, czyli sprzeda\u017c od klient\u00f3w, kt\u00f3rych jeszcze nie znasz.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Jak daleko si\u0119gaj\u0105 reflektory, zale\u017cy od d\u0142ugo\u015bci cyklu sprzeda\u017cy, czyli czasu od pierwszego zapytania do podpisanej umowy. Przy d\u0142ugim cyklu widzisz daleko. Ale ka\u017cda decyzja, kt\u00f3r\u0105 podejmiesz dzi\u015b (kampania, nowy handlowiec, promocja), zadzia\u0142a dopiero po tym samym czasie. Przesu\u0144 suwak i sprawd\u017a, jak to wygl\u0105da u Ciebie.<\/p>\n\n\n\n<div class=\"jcx jcx-sim\" id=\"jcx-pr-widocznosc\">\n<figure class=\"jcx-card\">\n<span class=\"jcx-pill\" data-t=\"pill\"><\/span><span class=\"jcx-pill jcx-pill-warn\" data-t=\"pill2\"><\/span>\n<p class=\"jcx-title\" data-out=\"title\"><\/p>\n<p class=\"jcx-sub\" data-t=\"sub\"><\/p>\n<ul class=\"jcx-legend\"><li><span class=\"jcx-key\"><\/span><span data-t=\"lgVis\"><\/span><\/li><li data-lg=\"ind\" hidden><span class=\"jcx-key jcx-k-blue\"><\/span><span data-t=\"lgInd\"><\/span><\/li><li><span class=\"jcx-key jcx-k-target\"><\/span><span data-t=\"lgDec\"><\/span><\/li><\/ul>\n<div class=\"jcx-plot\" data-plot><\/div>\n<div class=\"jcx-stats\">\n<div class=\"jcx-stat\" data-st=\"h\"><span data-t=\"stH\"><\/span><b data-out=\"h\">0<\/b><\/div>\n<div class=\"jcx-stat\" data-st=\"d\"><span data-t=\"stD\"><\/span><b data-out=\"d\">0<\/b><\/div>\n<div class=\"jcx-stat\" data-st=\"q\"><span data-t=\"stQ\"><\/span><b data-out=\"q\">0<\/b><\/div>\n<\/div>\n<div class=\"jcx-ctrl\"><div class=\"jcx-row\"><label for=\"jcx-pr-wid-l\" data-t=\"lblL\"><\/label><output data-out=\"l\"><\/output><input type=\"range\" id=\"jcx-pr-wid-l\" min=\"1\" max=\"12\" step=\"1\" value=\"4\"><div class=\"jcx-ends\"><span data-t=\"endA\"><\/span><span data-t=\"endB\"><\/span><\/div><\/div><\/div>\n<button type=\"button\" class=\"jcx-tgl\" aria-pressed=\"false\" data-tgl><span class=\"jcx-sw\"><\/span><span data-t=\"tgl\"><\/span><\/button>\n<figcaption class=\"jcx-cap\">Symulacja, warto\u015bci umowne. Lejek pokazuje tylko te transakcje, kt\u00f3re ju\u017c si\u0119 zacz\u0119\u0142y. Im d\u0142u\u017cszy cykl sprzeda\u017cy, tym dalej widzisz, ale tym p\u00f3\u017aniej dzia\u0142a ka\u017cda decyzja podj\u0119ta dzi\u015b. Przy kr\u00f3tkim cyklu prognoz\u0119 trzeba bra\u0107 z tego, co dzieje si\u0119 przed lejkiem.<\/figcaption>\n<\/figure>\n<noscript><p class=\"jcx-cap\">Przy cyklu sprzeda\u017cy 4 miesi\u0105ce lejek pokazuje ca\u0142\u0105 sprzeda\u017c na 2 miesi\u0105ce naprz\u00f3d, po\u0142ow\u0119 na 4 miesi\u0105ce i nic na 6 miesi\u0119cy. Decyzja podj\u0119ta dzi\u015b zadzia\u0142a mniej wi\u0119cej za 4 miesi\u0105ce.<\/p><\/noscript>\n<script 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class=\"jcx\"><div class=\"jcx-tldr\"><p style=\"margin:0 0 10px\"><strong>Czym jest prognozowanie sprzeda\u017cy?<\/strong><\/p><p style=\"margin:0 0 10px\">Prognozowanie sprzeda\u017cy to szacowanie, ile firma sprzeda w najbli\u017cszych miesi\u0105cach, na podstawie szans, kt\u00f3re ju\u017c s\u0105 w lejku (z wag\u0105 zale\u017cn\u0105 od etapu i wieku szansy), oraz wska\u017anik\u00f3w, kt\u00f3re wyprzedzaj\u0105 lejek. Prognoza r\u00f3\u017cni si\u0119 od planu sprzeda\u017cy: plan m\u00f3wi, ile chcesz sprzeda\u0107, a prognoza, ile sprzedasz, je\u015bli nic nie zmienisz.<\/p><\/div><\/div>\n\n\n\n<p class=\"wp-block-paragraph\">In the article about <a href=\"https:\/\/jsoncrew.com\/2026\/10\/27\/zarzadzanie-procesami-dostrojona-firma\/\">zarz\u0105dzaniu procesami w firmie<\/a> opisuj\u0119 ka\u017cdy proces jako p\u0119tl\u0119: cel, pomiar, r\u00f3\u017cnica, decyzja. Plan sprzeda\u017cy jest celem, a prognoza pomiarem. Z\u0142y pomiar to jazda po drodze, kt\u00f3rej nie wida\u0107.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Dlaczego prognozowanie sprzeda\u017cy tak cz\u0119sto zawodzi?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">W <a href=\"https:\/\/www.gartner.com\/en\/newsroom\/press-releases\/2020-02-12-gartner-says-less-than-50--of-sales-leaders-and-selle\">Gartner study from February 2020<\/a> tylko 45% lider\u00f3w sprzeda\u017cy i handlowc\u00f3w deklarowa\u0142o wysokie zaufanie do prognoz w swojej firmie. Moim zdaniem prognozy psuj\u0105 trzy rzeczy i \u017cadna nie jest win\u0105 handlowc\u00f3w.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">D\u0142ugi cykl: decyzja z dzi\u015b zadzia\u0142a za p\u00f3\u0142 roku<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Wr\u00f3\u0107 na nocn\u0105 drog\u0119. Reflektory maj\u0105 Ci da\u0107 czas na hamowanie. Ale samo hamowanie te\u017c trwa: od wci\u015bni\u0119cia peda\u0142u do zatrzymania auto przeje\u017cd\u017ca jeszcze kawa\u0142ek. Je\u015bli widzisz bli\u017cej, ni\u017c wynosi droga hamowania, przeszkod\u0119 zobaczysz za p\u00f3\u017ano.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">W firmie drog\u0105 hamowania jest cykl sprzeda\u017cy. Przyk\u0142ad pogl\u0105dowy: producent hal stalowych ma cykl 6 miesi\u0119cy. W styczniu widzi s\u0142aby lejek, w lutym zwi\u0119ksza bud\u017cet reklam, w marcu przychodz\u0105 zapytania, a pieni\u0105dze z nich przyjd\u0105 dopiero jesieni\u0105. Je\u015bli w maju zarz\u0105d nie widzi efektu i znowu dok\u0142ada pieni\u0119dzy, jesieni\u0105 firma ma wi\u0119cej zlece\u0144, ni\u017c jest w stanie wykona\u0107.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Prognoza oparta tylko na zamkni\u0119tych transakcjach pokazuje, gdzie by\u0142e\u015b p\u00f3\u0142 roku temu.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Du\u017ce zlecenia: jeden miesi\u0105c wprowadza w b\u0142\u0105d<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Na nocnej drodze co chwil\u0119 co\u015b mignie: odblask na poboczu, cie\u0144, \u015bwiat\u0142a z naprzeciwka. Gdyby\u015b hamowa\u0142 przy ka\u017cdym b\u0142ysku, nie dojecha\u0142by\u015b do domu. Do\u015bwiadczony kierowca reaguje dopiero wtedy, gdy co\u015b zostaje w \u015bwiat\u0142ach d\u0142u\u017cej ni\u017c chwil\u0119.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">W wielu firmach B2B kilka du\u017cych zlece\u0144 w roku daje wi\u0119cej ni\u017c sto ma\u0142ych. Jeden du\u017cy kontrakt w marcu i marzec wygl\u0105da jak rekord. Brak takiego kontraktu w kwietniu i kwiecie\u0144 wygl\u0105da jak kryzys. A na rynku nic si\u0119 nie zmieni\u0142o.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Zobacz, co pokazuje raport z samymi wynikami miesi\u0119cy, a co \u015brednia z trzech albo sze\u015bciu miesi\u0119cy (tak zwana \u015brednia krocz\u0105ca: w ka\u017cdym miesi\u0105cu liczysz \u015bredni\u0105 z kilku ostatnich).<\/p>\n\n\n\n<div class=\"jcx jcx-sim jcx-wide\" id=\"jcx-pr-szum\">\n<figure class=\"jcx-card\">\n<span class=\"jcx-pill\" data-t=\"pill\"><\/span><span class=\"jcx-pill jcx-pill-warn\" data-t=\"pill2\"><\/span>\n<p class=\"jcx-title\" data-out=\"title\"><\/p>\n<p class=\"jcx-sub\" data-t=\"sub\"><\/p>\n<div class=\"jcx-btns\" data-seg role=\"group\" style=\"margin:0 0 12px\">\n<button type=\"button\" class=\"jcx-btn\" aria-pressed=\"true\" data-k=\"1\" data-t=\"b1\"><\/button>\n<button type=\"button\" class=\"jcx-btn\" data-k=\"3\" data-t=\"b3\"><\/button>\n<button type=\"button\" class=\"jcx-btn\" data-k=\"6\" data-t=\"b6\"><\/button>\n<\/div>\n<ul class=\"jcx-legend\"><li><span class=\"jcx-key\"><\/span><span data-out=\"lgMain\"><\/span><\/li><li data-lg=\"raw\"><span class=\"jcx-key jcx-k-ref\"><\/span><span data-t=\"lgRaw\"><\/span><\/li><li><span class=\"jcx-key jcx-k-blue\"><\/span><span data-t=\"lgTrue\"><\/span><\/li><li><span class=\"jcx-key jcx-k-target\"><\/span><span data-t=\"lgAlarm\"><\/span><\/li><li><span class=\"jcx-key jcx-k-dot jcx-k-bad\"><\/span><span data-t=\"lgFalse\"><\/span><\/li><li><span class=\"jcx-key jcx-k-dot\"><\/span><span data-t=\"lgHit\"><\/span><\/li><\/ul>\n<div class=\"jcx-plot\" data-plot><\/div>\n<div class=\"jcx-stats\">\n<div class=\"jcx-stat\" data-st=\"f\"><span data-t=\"stF\"><\/span><b data-out=\"f\">0<\/b><\/div>\n<div class=\"jcx-stat\" data-st=\"d\"><span data-t=\"stD\"><\/span><b data-out=\"d\">0<\/b><\/div>\n<\/div>\n<button type=\"button\" class=\"jcx-tgl\" aria-pressed=\"true\" data-tgl><span class=\"jcx-sw\"><\/span><span data-t=\"tgl\"><\/span><\/button>\n<figcaption class=\"jcx-cap\">Symulacja, warto\u015bci umowne. Firma ma plan 150 tys. z\u0142 miesi\u0119cznie, od 13. miesi\u0105ca sprzeda\u017c naprawd\u0119 spada o jedn\u0105 czwart\u0105. Surowe miesi\u0105ce z kilkoma du\u017cymi zleceniami daj\u0105 siedem fa\u0142szywych alarm\u00f3w w pierwszym roku. \u015arednia z 3 miesi\u0119cy daje dwa, \u015brednia z 6 miesi\u0119cy nie daje \u017cadnego i pokazuje spadek po trzech miesi\u0105cach. Mniej paniki kosztuje troch\u0119 sp\u00f3\u017anienia.<\/figcaption>\n<\/figure>\n<noscript><p class=\"jcx-cap\">Surowe wyniki miesi\u0119czne przy du\u017cych zleceniach skacz\u0105 tak mocno, \u017ce w spokojnym roku siedem razy wygl\u0105daj\u0105 jak kryzys. \u015arednia krocz\u0105ca z 3 miesi\u0119cy ucina wi\u0119kszo\u015b\u0107 fa\u0142szywych alarm\u00f3w kosztem op\u00f3\u017anienia.<\/p><\/noscript>\n<script 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class=\"wp-block-paragraph\">\u015arednia uspokaja, ale si\u0119 sp\u00f3\u017ania. Wybierz tak\u0105, kt\u00f3ra poka\u017ce prawdziw\u0105 zmian\u0119 szybciej, ni\u017c trwa Tw\u00f3j cykl sprzeda\u017cy. Dla firm z du\u017cymi zleceniami rozs\u0105dny pocz\u0105tek to \u015brednia z trzech miesi\u0119cy plus kr\u00f3tka lista du\u017cych szans, kt\u00f3re \u015bledzisz po nazwie, a nie w sumie.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">Z\u0142y pomiar: liczysz zapytania, a nie warto\u015b\u0107 szans<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Trzecia rzecz zdarza si\u0119 najcz\u0119\u015bciej. Zarz\u0105d widzi wzrost z 80 do 120 zapyta\u0144 miesi\u0119cznie i cieszy si\u0119 z lepszej prognozy. Ale je\u015bli przyby\u0142o g\u0142\u00f3wnie ma\u0142ych zapyta\u0144, kt\u00f3re rzadko ko\u0144cz\u0105 si\u0119 umow\u0105, prognoza ro\u015bnie tylko na slajdzie.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Mierz to, na czym Ci zale\u017cy: warto\u015b\u0107 szans, kt\u00f3re przesz\u0142y kwalifikacj\u0119, czyli wst\u0119pne sprawdzenie, czy klient ma potrzeb\u0119, bud\u017cet i termin. Dlatego kwalifikacja zapyta\u0144 to osobny etap na naszej <a href=\"https:\/\/jsoncrew.com\/system-sprzedazy\/#kwalifikacja\">mapie systemu sprzeda\u017cy<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Prognozowanie sprzeda\u017cy z lejka w CRM: jak to policzy\u0107?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Do prognozy z lejka potrzebujesz trzech informacji o ka\u017cdej otwartej szansie.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n\n<li><strong>Stage.<\/strong> Gdzie jest szansa: zapytanie zakwalifikowane, rozmowa, oferta wys\u0142ana, negocjacje.<\/li>\n\n\n<li><strong>Prawdopodobie\u0144stwo wygranej na tym etapie.<\/strong> Z historii, nie z intuicji handlowca: jaki procent szans, kt\u00f3re dosz\u0142y do tego etapu, w ko\u0144cu wygra\u0142e\u015b. Policz to z ostatnich 12 miesi\u0119cy w CRM.<\/li>\n\n\n<li><strong>The age of opportunity.<\/strong> Jak d\u0142ugo szansa le\u017cy w lejku. Oferta, kt\u00f3ra czeka dwa razy d\u0142u\u017cej ni\u017c Tw\u00f3j typowy cykl, zwykle zamyka si\u0119 du\u017co rzadziej ni\u017c \u015bwie\u017ca, cho\u0107 formalnie wci\u0105\u017c jest na etapie \u201eoferta wys\u0142ana\u201d.<\/li>\n\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Ka\u017cda szansa liczy si\u0119 jako: warto\u015b\u0107 \u00d7 prawdopodobie\u0144stwo z etapu \u00d7 poprawka za wiek. Prognoza to suma tych liczb.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Przyk\u0142ad pogl\u0105dowy: firma ma \u015bredni\u0105 transakcj\u0119 40 tys. z\u0142, plan sprzeda\u017cy 160 tys. z\u0142 miesi\u0119cznie, cykl 4 miesi\u0105ce i co miesi\u0105c oko\u0142o 30 nowych szans. Na ka\u017cdym etapie dalej przechodzi po\u0142owa szans.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Etap (przyk\u0142ad pogl\u0105dowy)<\/th><th>Chances<\/th><th>Chance of winning<\/th><th>Warto\u015b\u0107 wa\u017cona<\/th><\/tr><\/thead><tbody><tr><td>Inquiry qualified<\/td><td>40<\/td><td>12,5%<\/td><td>200 tys. z\u0142<\/td><\/tr><tr><td>Interview or site visit<\/td><td>20<\/td><td>25%<\/td><td>200 tys. z\u0142<\/td><\/tr><tr><td>Oferta wys\u0142ana<\/td><td>10<\/td><td>50%<\/td><td>200 tys. z\u0142<\/td><\/tr><tr><td>Oferta czekaj\u0105ca ponad 2 cykle<\/td><td>6<\/td><td>7.5% (after age correction)<\/td><td>18 tys. z\u0142<\/td><\/tr><tr><td><strong>Total<\/strong><\/td><td><strong>76<\/strong><\/td><td><\/td><td><strong>618 tys. z\u0142<\/strong><\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Na zebraniu us\u0142yszysz: \u201emamy w lejku 76 szans po 40 tysi\u0119cy, czyli ponad 3 miliony\u201d. Prognoza wa\u017cona etapem i wiekiem m\u00f3wi: oko\u0142o 618 tys. z\u0142 w ci\u0105gu czterech miesi\u0119cy. Plan na ten czas to 640 tys. z\u0142. Plan jest wi\u0119c na granicy i trzeba dzia\u0142a\u0107 teraz, a nie w ostatnim tygodniu kwarta\u0142u.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Poprawka za wiek (stara oferta zachowuje 15% pierwotnej szansy) to za\u0142o\u017cenie pogl\u0105dowe. Swoj\u0105 liczb\u0119 we\u017a z historii.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Przesu\u0144 suwaki i zobacz, jak daleko suma lejka odje\u017cd\u017ca od tego, co realnie z niego wyjdzie.<\/p>\n\n\n\n<div class=\"jcx jcx-sim\" id=\"jcx-pr-lejek\">\n<style>\n.jcx .jcx-mrow{margin:12px 0 0}\n.jcx .jcx-mhead{display:flex;justify-content:space-between;align-items:baseline;gap:12px;font-size:.92rem;color:var(--jcx-ink)}\n.jcx .jcx-mhead b{font:700 1rem\/1.3 var(--jcx-num);font-variant-numeric:tabular-nums;white-space:nowrap}\n.jcx .jcx-mhead small{display:block;font-size:.78rem;color:var(--jcx-mut);line-height:1.35}\n.jcx .jcx-meter.jcx-m-ref i{background:var(--jcx-ref)}\n.jcx .jcx-meter.jcx-m-plan i{background:transparent;border:2px dashed var(--jcx-mut)}\n.jcx .jcx-lej th,.jcx .jcx-lej td{padding:8px 10px}\n@media (max-width:600px){.jcx .jcx-lej{font-size:.82rem}.jcx .jcx-lej th,.jcx .jcx-lej td{padding:6px 6px}}\n.jcx .jcx-tbl td.jcx-n{text-align:right;font-variant-numeric:tabular-nums;white-space:nowrap}\n<\/style>\n<figure class=\"jcx-card\">\n<span class=\"jcx-pill\" data-t=\"pill\"><\/span><span class=\"jcx-pill jcx-pill-warn\" data-t=\"pill2\"><\/span>\n<p class=\"jcx-title\" data-out=\"title\"><\/p>\n<p class=\"jcx-sub\" data-t=\"sub\"><\/p>\n<div class=\"jcx-ctrl\">\n<div class=\"jcx-row\"><label for=\"jcx-pr-lej-n\" data-t=\"lblN\"><\/label><output data-out=\"n\"><\/output><input type=\"range\" id=\"jcx-pr-lej-n\" min=\"10\" max=\"80\" step=\"5\" value=\"30\"><div class=\"jcx-ends\"><span>10<\/span><span>80<\/span><\/div><\/div>\n<div class=\"jcx-row\"><label for=\"jcx-pr-lej-c\" data-t=\"lblC\"><\/label><output data-out=\"cv\"><\/output><input type=\"range\" id=\"jcx-pr-lej-c\" min=\"20\" max=\"80\" step=\"5\" value=\"50\"><div class=\"jcx-ends\"><span>20%<\/span><span>80%<\/span><\/div><\/div>\n<div class=\"jcx-row\"><label for=\"jcx-pr-lej-l\" data-t=\"lblL\"><\/label><output data-out=\"l\"><\/output><input type=\"range\" id=\"jcx-pr-lej-l\" min=\"1\" max=\"12\" step=\"1\" value=\"4\"><div class=\"jcx-ends\"><span data-t=\"endA\"><\/span><span data-t=\"endB\"><\/span><\/div><\/div>\n<\/div>\n<div class=\"jcx-tblwrap\" style=\"margin-top:12px\"><table class=\"jcx-tbl jcx-lej\"><thead><tr><th data-t=\"h1\"><\/th><th data-t=\"h2\"><\/th><th data-t=\"h3\"><\/th><th data-t=\"h4\"><\/th><\/tr><\/thead><tbody data-rows><\/tbody><\/table><\/div>\n<div class=\"jcx-mrow\"><div class=\"jcx-mhead\"><span><span data-t=\"mA\"><\/span><small data-t=\"mAs\"><\/small><\/span><b data-out=\"a\"><\/b><\/div><div class=\"jcx-meter jcx-warm\"><i data-m=\"a\"><\/i><\/div><\/div>\n<div class=\"jcx-mrow\"><div class=\"jcx-mhead\"><span><span data-t=\"mB\"><\/span><small data-t=\"mBs\"><\/small><\/span><b data-out=\"b\"><\/b><\/div><div class=\"jcx-meter jcx-m-ref\"><i data-m=\"b\"><\/i><\/div><\/div>\n<div class=\"jcx-mrow\"><div class=\"jcx-mhead\"><span><span data-t=\"mC\"><\/span><small data-t=\"mCs\"><\/small><\/span><b data-out=\"c\"><\/b><\/div><div class=\"jcx-meter\"><i data-m=\"c\"><\/i><\/div><\/div>\n<div class=\"jcx-mrow\"><div class=\"jcx-mhead\"><span><span data-out=\"mD\"><\/span><small data-t=\"mDs\"><\/small><\/span><b data-out=\"p\"><\/b><\/div><div class=\"jcx-meter jcx-m-plan\"><i data-m=\"p\"><\/i><\/div><\/div>\n<figcaption class=\"jcx-cap\">Przyk\u0142ad pogl\u0105dowy, warto\u015bci umowne: \u015brednia transakcja 40 tys. z\u0142, plan 160 tys. z\u0142 miesi\u0119cznie. Suma wszystkich szans w lejku wielokrotnie zawy\u017ca prognoz\u0119. Wa\u017cenie etapem (ile szans z danego etapu kiedy\u015b wygrywasz) i wiekiem szansy (oferty wisz\u0105ce ponad dwa cykle sprzeda\u017cy zamykaj\u0105 si\u0119 du\u017co rzadziej ni\u017c \u015bwie\u017ce) daje liczb\u0119, kt\u00f3r\u0105 mo\u017cna por\u00f3wna\u0107 z planem.<\/figcaption>\n<\/figure>\n<noscript><p class=\"jcx-cap\">Przy 30 nowych szansach miesi\u0119cznie, przej\u015bciu 50% mi\u0119dzy etapami i cyklu 4 miesi\u0119cy lejek wygl\u0105da na ponad 3 mln z\u0142, a realnie da oko\u0142o 620 tys. z\u0142 w 4 miesi\u0105ce, czyli mniej ni\u017c plan 640 tys. z\u0142.<\/p><\/noscript>\n<script>\n(function(r){\nvar T={pill:'Przyk\u0142ad pogl\u0105dowy',pill2:'Warto\u015bci umowne',sub:'Firma z przyk\u0142adu: \u015brednia transakcja 40 tys. z\u0142, plan 160 tys. z\u0142 miesi\u0119cznie. 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Ale na drodze s\u0105 te\u017c znaki: \u201eniebezpieczny zakr\u0119t za 300 metr\u00f3w\u201d. Dzi\u0119ki nim wiesz o zakr\u0119cie, zanim go o\u015bwietlisz.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">W sprzeda\u017cy takim znakiem jest wska\u017anik wyprzedzaj\u0105cy: liczba, kt\u00f3ra zmienia si\u0119 wcze\u015bniej ni\u017c sprzeda\u017c i naprawd\u0119 idzie z ni\u0105 w parze. Na przyk\u0142ad:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n\n<li><strong>Um\u00f3wione pierwsze rozmowy<\/strong> w tygodniu. Wida\u0107 je, zanim w lejku powstanie szansa.<\/li>\n\n\n<li><strong>First response time to a query.<\/strong> Je\u015bli ro\u015bnie, za kilka tygodni mniej zapyta\u0144 zamieni si\u0119 w rozmowy.<\/li>\n\n\n<li><strong>Age of oldest chance without contact.<\/strong> Gdy ro\u015bnie, lejek psuje si\u0119 od \u015brodka, zanim spadnie wynik.<\/li>\n\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Taki wska\u017anik jest co\u015b wart dopiero wtedy, gdy sprawdzisz na historii, \u017ce jego wzrost naprawd\u0119 poprzedza\u0142 wzrost sprzeda\u017cy. Mo\u017cesz go w\u0142\u0105czy\u0107 w pierwszej symulacji: przy kr\u00f3tkim cyklu dok\u0142ada mniej wi\u0119cej miesi\u0105c widoczno\u015bci.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Plan sprzeda\u017cy a prognoza: dwie liczby, kt\u00f3re musz\u0105 si\u0119 spotka\u0107<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Realizacja planu sprzeda\u017cy zaczyna si\u0119 wtedy, gdy co miesi\u0105c por\u00f3wnujesz plan z prognoz\u0105, na tyle wcze\u015bnie, \u017ceby zd\u0105\u017cy\u0107 zareagowa\u0107. Cele sprzeda\u017cowe handlowc\u00f3w ustaw tak, \u017ceby poprawia\u0142y te\u017c prognoz\u0119: przej\u015bcie mi\u0119dzy etapami, szybko\u015b\u0107 pierwszej odpowiedzi, porz\u0105dek w starych ofertach. Nie tylko \u201eprzynie\u015b 160 tysi\u0119cy\u201d.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Prosty plan sprzeda\u017cy, wz\u00f3r do skopiowania (warto\u015bci pogl\u0105dowe):<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>Miesi\u0105c<\/th><th>Plan<\/th><th>Prognoza wa\u017cona<\/th><th>R\u00f3\u017cnica<\/th><th>Wska\u017anik wyprzedzaj\u0105cy<\/th><th>Decision<\/th><\/tr><\/thead><tbody><tr><td>November<\/td><td>160 tys. z\u0142<\/td><td>150 tys. z\u0142<\/td><td>\u22126%<\/td><td>um\u00f3wione rozmowy: 22 (zwykle 25)<\/td><td>bez zmian, r\u00f3\u017cnica mie\u015bci si\u0119 w \u00b110%<\/td><\/tr><tr><td>Grudzie\u0144<\/td><td>160 tys. z\u0142<\/td><td>130 tys. z\u0142<\/td><td>\u221219%<\/td><td>um\u00f3wione rozmowy: 17<\/td><td>przegl\u0105d starych ofert, telefon do pi\u0119ciu najwi\u0119kszych klient\u00f3w<\/td><\/tr><tr><td>Stycze\u0144<\/td><td>170 tys. z\u0142<\/td><td>175 tys. z\u0142<\/td><td>+3%<\/td><td>um\u00f3wione rozmowy: 28<\/td><td>unchanged<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Najwa\u017cniejsza jest kolumna \u201eDecyzja\u201d. Tabela bez decyzji to raport, a nie plan. Przedzia\u0142 \u00b110% oznacza, \u017ce ma\u0142ych odchyle\u0144 nie ruszasz, bo to przypadek.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Three numbers to count before the next meeting<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Na pytanie \u201ejak zwi\u0119kszy\u0107 sprzeda\u017c\u201d zwykle odpowiada si\u0119 pomys\u0142em na kampani\u0119. Zacznij od pomiaru, bo dopiero on poka\u017ce, czy kampania dzia\u0142a.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n\n<li><strong>D\u0142ugo\u015b\u0107 cyklu sprzeda\u017cy.<\/strong> We\u017a 20 ostatnich wygranych transakcji z CRM i policz dni od zapytania do podpisu. Tak daleko si\u0119gaj\u0105 Twoje reflektory i tyle trwa, zanim zadzia\u0142a decyzja z dzi\u015b.<\/li>\n\n\n<li><strong>Prawdopodobie\u0144stwo wygranej dla ka\u017cdego etapu.<\/strong> Z historii, nie z intuicji. Je\u015bli CRM nie zapisuje historii etap\u00f3w, zacznij j\u0105 zapisywa\u0107 od dzi\u015b.<\/li>\n\n\n<li><strong>Warto\u015b\u0107 starych szans.<\/strong> Policz, ile warto\u015bci lejka to szanse starsze ni\u017c dwa cykle. Przenie\u015b je do osobnej kolumny albo zamknij jako przegrane. Prognoza od razu b\u0119dzie mniejsza, ale prawdziwsza.<\/li>\n\n<\/ol>\n\n\n\n<div class=\"jcx\"><div class=\"jcx-note\"><p style=\"margin:0 0 10px\"><strong>Kiedy to nie dzia\u0142a<\/strong><\/p><ul style=\"margin:0 0 6px;padding-left:1.2em\"><li><strong>Za ma\u0142o szans.<\/strong> Przy kilku transakcjach w kwartale prawdopodobie\u0144stwa z historii s\u0105 przypadkowe. Wtedy \u015bled\u017a ka\u017cd\u0105 du\u017c\u0105 szans\u0119 po nazwie i ustal z handlowcem nast\u0119pny krok z konkretn\u0105 dat\u0105.<\/li><li><strong>New product or new market.<\/strong> Bez historii nie masz prawdopodobie\u0144stw. Przez pierwsze miesi\u0105ce prognozuj ostro\u017cnie i zbieraj dane od pierwszego dnia.<\/li><li><strong>Jedno zlecenie wi\u0119ksze ni\u017c p\u00f3\u0142 roku sprzeda\u017cy.<\/strong> Nie wrzucaj go do \u015bredniej. Licz prognoz\u0119 w dw\u00f3ch wariantach: z tym zleceniem i bez niego.<\/li><\/ul><\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Narz\u0119dzie: CRM, kt\u00f3ry liczy prognoz\u0119 za Ciebie<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Wszystko powy\u017cej da si\u0119 zrobi\u0107 w arkuszu. Ale liczby, kt\u00f3re kto\u015b musi r\u0119cznie przepisywa\u0107, szybko przestaj\u0105 by\u0107 prawdziwe. Dlatego prognoz\u0119 powinien liczy\u0107 system, w kt\u00f3rym handlowcy i tak pracuj\u0105. Je\u015bli dopiero porz\u0105dkujesz ten temat, zacznij od tekstu <a href=\"https:\/\/jsoncrew.com\/2026\/04\/11\/co-to-jest-crm\/\">czym jest CRM i dlaczego sam system to za ma\u0142o<\/a>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In our CRM <a href=\"https:\/\/jsonhub.pl\/pl\/\">JSON Hub<\/a> dzia\u0142a ta sama logika. Lejek pokazuje przy ka\u017cdym etapie sum\u0119 i warto\u015b\u0107 wa\u017con\u0105 szans\u0105 wygranej. Karta bez aktywno\u015bci od 14 dni dostaje czerwony znacznik, wi\u0119c wiek szansy wida\u0107 od razu. Prognoza pokazuje otwarte szanse wed\u0142ug miesi\u0105ca zamkni\u0119cia, warto\u015b\u0107 ca\u0142kowit\u0105 i wa\u017con\u0105, por\u00f3wnanie z poprzednim okresem oraz szanse po terminie. Do tego cele sprzeda\u017cowe i podgl\u0105d tempa realizacji celu.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">On our map <a href=\"https:\/\/jsoncrew.com\/system-sprzedazy\/\">procesu sprzeda\u017cy B2B<\/a> it's a stage <a href=\"https:\/\/jsoncrew.com\/system-sprzedazy\/#domkniecie\">domkni\u0119cia<\/a>: tu szanse zamieniaj\u0105 si\u0119 w umowy, a prognoza m\u00f3wi, czy zd\u0105\u017c\u0105 na czas. Je\u015bli Tw\u00f3j proces jest nietypowy, budujemy te\u017c <a href=\"https:\/\/jsoncrew.com\/oferta\/aplikacje-webowe\/\">aplikacje webowe pod konkretny proces sprzeda\u017cy<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Najcz\u0119stsze pytania<\/h2>\n\n\n\n<div class=\"jcx jcx-faq\" id=\"jcx-pid-faq\"><details class=\"jcx-def\"><summary>Czym r\u00f3\u017cni si\u0119 prognoza sprzeda\u017cy od planu sprzeda\u017cy?<\/summary><div><p>Plan sprzeda\u017cy to cel: ile chcesz sprzeda\u0107. Prognoza sprzeda\u017cy to pomiar: ile sprzedasz, je\u015bli nic nie zmienisz. Prognozowanie sprzeda\u017cy ma sens tylko wtedy, gdy co miesi\u0105c por\u00f3wnujesz te dwie liczby i podejmujesz decyzj\u0119, zanim r\u00f3\u017cnica uro\u015bnie.<\/p><\/div><\/details><details class=\"jcx-def\"><summary>Jak obliczy\u0107 prawdopodobie\u0144stwo wygranej dla etapu lejka?<\/summary><div><p>We\u017a wszystkie szanse z ostatnich 12 miesi\u0119cy, kt\u00f3re dosz\u0142y do danego etapu, i policz, jaki procent z nich wygra\u0142e\u015b. To jest prawdopodobie\u0144stwo dla tego etapu. Przeliczaj je co kwarta\u0142.<\/p><\/div><\/details><details class=\"jcx-def\"><summary>Jak daleko naprz\u00f3d da si\u0119 prognozowa\u0107 sprzeda\u017c?<\/summary><div><p>Z samego lejka mniej wi\u0119cej na d\u0142ugo\u015b\u0107 Twojego cyklu sprzeda\u017cy. Przy cyklu 4 miesi\u0105ce lejek dobrze pokazuje najbli\u017csze 2-3 miesi\u0105ce, a dalej coraz mniej. Dalszy horyzont wymaga wska\u017anik\u00f3w wyprzedzaj\u0105cych i za\u0142o\u017ce\u0144 o nowych szansach.<\/p><\/div><\/details><details class=\"jcx-def\"><summary>Co zrobi\u0107, gdy sprzeda\u017c skacze z miesi\u0105ca na miesi\u0105c?<\/summary><div><p>Patrz na \u015bredni\u0105 z 3 miesi\u0119cy zamiast na pojedynczy miesi\u0105c, ustal przedzia\u0142, w kt\u00f3rym nie reagujesz (na przyk\u0142ad \u00b110%), a du\u017ce zlecenia \u015bled\u017a osobno, po nazwie. Wtedy nie podejmujesz decyzji pod wp\u0142ywem przypadku.<\/p><\/div><\/details><details class=\"jcx-def\"><summary>Czy CRM sam zrobi prognoz\u0119?<\/summary><div><p>Policzy j\u0105, je\u015bli dane s\u0105 uczciwe: ka\u017cda szansa ma etap, warto\u015b\u0107, dat\u0119 i nast\u0119pny krok. System nie naprawi z\u0142ego pomiaru. Najpierw ustal, co mierzysz, a potem pozw\u00f3l mu liczy\u0107.<\/p><\/div><\/details><\/div>\n<script type=\"application\/ld+json\">{\"@context\":\"https:\/\/schema.org\",\"@type\":\"FAQPage\",\"mainEntity\":[{\"@type\":\"Question\",\"name\":\"Czym r\u00f3\u017cni si\u0119 prognoza sprzeda\u017cy od planu sprzeda\u017cy?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Plan sprzeda\u017cy to cel: ile chcesz sprzeda\u0107. Prognoza sprzeda\u017cy to pomiar: ile sprzedasz, je\u015bli nic nie zmienisz. Prognozowanie sprzeda\u017cy ma sens tylko wtedy, gdy co miesi\u0105c por\u00f3wnujesz te dwie liczby i podejmujesz decyzj\u0119, zanim r\u00f3\u017cnica uro\u015bnie.\"}},{\"@type\":\"Question\",\"name\":\"Jak obliczy\u0107 prawdopodobie\u0144stwo wygranej dla etapu lejka?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"We\u017a wszystkie szanse z ostatnich 12 miesi\u0119cy, kt\u00f3re dosz\u0142y do danego etapu, i policz, jaki procent z nich wygra\u0142e\u015b. To jest prawdopodobie\u0144stwo dla tego etapu. Przeliczaj je co kwarta\u0142.\"}},{\"@type\":\"Question\",\"name\":\"Jak daleko naprz\u00f3d da si\u0119 prognozowa\u0107 sprzeda\u017c?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Z samego lejka mniej wi\u0119cej na d\u0142ugo\u015b\u0107 Twojego cyklu sprzeda\u017cy. Przy cyklu 4 miesi\u0105ce lejek dobrze pokazuje najbli\u017csze 2-3 miesi\u0105ce, a dalej coraz mniej. Dalszy horyzont wymaga wska\u017anik\u00f3w wyprzedzaj\u0105cych i za\u0142o\u017ce\u0144 o nowych szansach.\"}},{\"@type\":\"Question\",\"name\":\"Co zrobi\u0107, gdy sprzeda\u017c skacze z miesi\u0105ca na miesi\u0105c?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Patrz na \u015bredni\u0105 z 3 miesi\u0119cy zamiast na pojedynczy miesi\u0105c, ustal przedzia\u0142, w kt\u00f3rym nie reagujesz (na przyk\u0142ad \u00b110%), a du\u017ce zlecenia \u015bled\u017a osobno, po nazwie. 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Przy ka\u017cdym zaznacz, jak cz\u0119sto tak u Ciebie bywa. Na ko\u0144cu zobaczysz, jakim regulatorem jest dzi\u015b Twoja firma, czego jej brakuje i od czego zacz\u0105\u0107.<\/p>\n<ol class=\"jcx-tt-qs\" data-qs><\/ol>\n<div class=\"jcx-tt-bar\"><span data-out=\"prog\"><\/span><div class=\"jcx-meter\"><i data-prog style=\"width:0\"><\/i><\/div><\/div>\n<div class=\"jcx-btns\"><button type=\"button\" class=\"jcx-btn jcx-tt-go\" data-act=\"go\" disabled>Poka\u017c m\u00f3j wynik<\/button><\/div>\n<div class=\"jcx-res\" data-res hidden tabindex=\"-1\" aria-live=\"polite\">\n<p data-zero hidden>\u017badne z o\u015bmiu zda\u0144 nie pasuje do Twojej firmy. To dobry znak: Twoja p\u0119tla decyzji jest spokojna. Sprawdzaj j\u0105 raz na kwarta\u0142, bo rozbujanie zaczyna si\u0119 zwykle wtedy, gdy firma ro\u015bnie albo zmienia si\u0119 rynek.<\/p>\n<div data-main>\n<p class=\"jcx-label\">Tw\u00f3j wynik<\/p>\n<p class=\"jcx-tt-type\" data-out=\"type\"><\/p>\n<p class=\"jcx-tt-plain\" data-out=\"plain\"><\/p>\n<dl class=\"jcx-tt-dl\"><dt>How your company is responding<\/dt><dd data-out=\"how\"><\/dd><dt>What's missing<\/dt><dd data-out=\"miss\"><\/dd><\/dl>\n<p class=\"jcx-tt-h\">Od czego zacz\u0105\u0107: <span data-out=\"stepn\"><\/span><\/p>\n<ol class=\"jcx-tt-steps\" data-steps><\/ol>\n<p class=\"jcx-tt-first\" data-out=\"first\"><\/p>\n<p class=\"jcx-tt-note\">Kolejno\u015b\u0107 ma znaczenie. Zanim we\u017amiesz si\u0119 za sw\u00f3j krok, sprawd\u017a kr\u00f3tko kroki przed nim. Je\u015bli licznik mierzy nie to, co trzeba, zacznij od kroku 1.<\/p>\n<div class=\"jcx-tt-tool\"><p class=\"jcx-tt-h\">What this fixes<\/p><p class=\"jcx-tt-toolname\" data-out=\"tool\"><\/p><p data-out=\"toolwhy\"><\/p><p data-out=\"alt\" hidden><\/p><p><a data-link hidden><\/a><\/p><\/div>\n<p class=\"jcx-tt-note\" data-out=\"others\" hidden><\/p>\n<\/div>\n<div class=\"jcx-btns\"><button type=\"button\" class=\"jcx-btn\" data-act=\"reset\">Start over<\/button><\/div>\n<\/div>\n<figcaption class=\"jcx-cap\"><strong>Ka\u017cdy objaw ma swoj\u0105 przyczyn\u0119 w tym, jak firma reaguje na wyniki.<\/strong> Wynik liczy si\u0119 w Twojej przegl\u0105darce. Wysy\u0142amy go tylko wtedy, gdy sam poprosisz o kart\u0119.<\/figcaption>\n<\/figure>\n<div class=\"jcx-card jcx-tt-lead\" data-lead hidden>\n<p class=\"jcx-title\">Wy\u015bl\u0119 Ci 10 pyta\u0144 do rozpisania jednego procesu, z podpowiedziami do Twojego wyniku<\/p>\n<p class=\"jcx-sub\" data-out=\"leadsub\"><\/p>\n<form data-form novalidate>\n<div class=\"jcx-form\">\n<div class=\"jcx-fld\"><label for=\"jcx-pid-tt-email\">E-mail<\/label><input id=\"jcx-pid-tt-email\" name=\"email\" type=\"email\" inputmode=\"email\" autocomplete=\"email\" required><\/div>\n<div class=\"jcx-fld\"><label for=\"jcx-pid-tt-name\">Imi\u0119 (nieobowi\u0105zkowo)<\/label><input id=\"jcx-pid-tt-name\" name=\"name\" type=\"text\" autocomplete=\"given-name\"><\/div>\n<div class=\"jcx-fld\"><label for=\"jcx-pid-tt-company\">Firma (nieobowi\u0105zkowo)<\/label><input id=\"jcx-pid-tt-company\" name=\"company\" type=\"text\" autocomplete=\"organization\"><\/div>\n<\/div>\n<label class=\"jcx-chk jcx-tt-consent\"><input type=\"checkbox\" name=\"consent\" required><span>Zgadzam si\u0119, \u017ceby JSON Crew wys\u0142a\u0142o mi te pytania i odezwa\u0142o si\u0119 w sprawie mojego wyniku. Zgod\u0119 mog\u0119 wycofa\u0107 w ka\u017cdej chwili. Szczeg\u00f3\u0142y: <a href=\"https:\/\/jsoncrew.com\/polityka-prywatnosci\/\">polityka prywatno\u015bci<\/a>.<\/span><\/label>\n<div class=\"jcx-btns\"><button type=\"submit\" class=\"jcx-btn jcx-tt-go\" data-act=\"send\">Wy\u015blij mi kart\u0119<\/button><\/div>\n<p class=\"jcx-tt-msg\" data-msg role=\"status\" aria-live=\"polite\"><\/p>\n<\/form>\n<div data-done hidden><p class=\"jcx-state jcx-ok\">\u2713 Wys\u0142ane<\/p><p data-out=\"done\"><\/p><\/div>\n<p class=\"jcx-cap\">J\u0119drzej Siewierski, CEO JSON Crew<\/p>\n<\/div>\n<noscript><p class=\"jcx-cap\">Test wymaga JavaScriptu. W skr\u00f3cie: hu\u015btawka decyzji oznacza brak reakcji proporcjonalnej, zawsze oko\u0142o 90% planu oznacza brak pami\u0119ci zaleg\u0142o\u015bci, a problemy widoczne dopiero w wynikach oznaczaj\u0105 brak wczesnych sygna\u0142\u00f3w.<\/p><\/noscript>\n<script 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class=\"jcx jcx-wide\" id=\"jcx-pid-cta\"><div class=\"jcx-cta\"><svg viewBox=\"0 0 1000 200\" preserveAspectRatio=\"none\" aria-hidden=\"true\"><polygon points=\"640,0 1000,0 1000,130\" fill=\"#16C47F\" opacity=\".14\"><\/polygon><polygon points=\"820,200 1000,90 1000,200\" fill=\"#16C47F\" opacity=\".08\"><\/polygon><\/svg><div><p class=\"jcx-label\" style=\"color:#90A2B0\">One question<\/p><h3>Chcesz wiedzie\u0107, jak daleko widz\u0105 Twoje reflektory?<\/h3><p>Ile dni trwa Tw\u00f3j typowy cykl sprzeda\u017cy? Odpisz jedn\u0105 liczb\u0105 na <a href=\"mailto:contact@jsoncrew.com\">contact@jsoncrew.com<\/a>, a powiemy, jak daleko widz\u0105 Twoje reflektory.<\/p><p style=\"margin-top:10px;font-size:.9rem;color:#90A2B0\"><strong>Jak cytowa\u0107 ten artyku\u0142:<\/strong> J\u0119drzej Siewierski, \u201ePrognozowanie sprzeda\u017cy: jak przesta\u0107 zgadywa\u0107 i policzy\u0107 prognoz\u0119 z lejka\u201d, JSON Crew, jsoncrew.com, 2026.<\/p><\/div><div><a class=\"jcx-cta-btn\" href=\"mailto:contact@jsoncrew.com?subject=M%C3%B3j%20cykl%20sprzeda%C5%BCy%20trwa%20...%20dni\">Odpisz jedn\u0105 liczb\u0105<\/a><\/div><\/div><\/div>\n\n\n<div class=\"kk-star-ratings kksr-auto kksr-align-left kksr-valign-bottom\"\n    data-payload='{&quot;align&quot;:&quot;left&quot;,&quot;id&quot;:&quot;2564&quot;,&quot;slug&quot;:&quot;default&quot;,&quot;valign&quot;:&quot;bottom&quot;,&quot;ignore&quot;:&quot;&quot;,&quot;reference&quot;:&quot;auto&quot;,&quot;class&quot;:&quot;&quot;,&quot;count&quot;:&quot;1&quot;,&quot;legendonly&quot;:&quot;&quot;,&quot;readonly&quot;:&quot;&quot;,&quot;score&quot;:&quot;5&quot;,&quot;starsonly&quot;:&quot;&quot;,&quot;best&quot;:&quot;5&quot;,&quot;gap&quot;:&quot;5&quot;,&quot;greet&quot;:&quot;Oce\u0144 ten artyku\u0142&quot;,&quot;legend&quot;:&quot;5 na 5 (1 g\u0142os\u00f3w)&quot;,&quot;size&quot;:&quot;24&quot;,&quot;title&quot;:&quot;Prognozowanie sprzeda\u017cy: jak przesta\u0107 zgadywa\u0107 i policzy\u0107 prognoz\u0119 z lejka&quot;,&quot;width&quot;:&quot;142.5&quot;,&quot;_legend&quot;:&quot;{score} na {best} ({count} g\u0142os\u00f3w)&quot;,&quot;font_factor&quot;:&quot;1.25&quot;}'>\n            \n<div class=\"kksr-stars\">\n    \n<div class=\"kksr-stars-inactive\">\n            <div class=\"kksr-star\" data-star=\"1\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"2\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"3\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"4\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" data-star=\"5\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n    \n<div class=\"kksr-stars-active\" style=\"width: 142.5px;\">\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n            <div class=\"kksr-star\" style=\"padding-right: 5px\">\n            \n\n<div class=\"kksr-icon\" style=\"width: 24px; height: 24px;\"><\/div>\n        <\/div>\n    <\/div>\n<\/div>\n                \n\n<div class=\"kksr-legend\" style=\"font-size: 19.2px;\">\n            5 na 5 (1 g\u0142os\u00f3w)    <\/div>\n    <\/div>\n","protected":false},"excerpt":{"rendered":"<p>Sales forecasting without fortune-telling. Why forecasts are wrong, how to calculate the forecast from the funnel in CRM (stage, opportunity, age) and what to measure in advance.<\/p>","protected":false},"author":4,"featured_media":2563,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jc_seo_i18n":"","jc_lang":"","jc_translation_group":"prognozowanie-sprzedazy","footnotes":""},"categories":[354],"tags":[35,499,350,503],"brevo_track":[],"class_list":["post-2564","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sprzedaz-b2b","tag-crm","tag-dostrojona-firma","tag-json-hub","tag-prognozowanie-sprzedazy"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v23.8 (Yoast SEO v28.6) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Prognozowanie sprzeda\u017cy: jak liczy\u0107 prognoz\u0119 z lejka w CRM<\/title>\n<meta name=\"description\" content=\"Prognozowanie sprzeda\u017cy bez wr\u00f3\u017cenia. 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