It’s not news that sales organizations across most industries struggle to achieve the holy grail of an accurate forecast. There are many root causes for these challenges, ranging from overconfident sellers who inflate their pipelines to sellers who withhold bad deal data for fear of repercussions with management. Despite systems being in place, sellers oftentimes maintain two sources of truth between CRM and their own private spreadsheets. Exacerbating these issues, many organizations struggle to define and properly communicate any semblance of a true forecasting methodology, leaving sales managers and sellers reporting their numbers as they see fit. Typical forecast reports are consistently missing key data needed to roll-up a proper forecast across sellers and any data that makes its way into formal reporting is often riddled with inaccuracies, leaving sales managers second-guessing and spending hours adjusting numbers. To make...
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