Forecasting vs Anticipation

Many salespeople ask me why their manager always scrutinizes their forecasted pipeline? Good question. If your forecast is less than 70% accurate, then it becomes less of a forecast and more a wish list; wish lists are primarily supported by active anticipation and not measurable metrics. Your manager is also scrutinized by their manager on your total team’s forecasting accuracy. Things tend to roll down hill very quickly in sales and the worst parts will float back up and hit you in the face at the worst possible time. Forecasting is a skill not an art, keep improving that skill.

Published by Alan Gehami

Over 25 years of professional B2B complex technical sales in the telecom industry. Looking forward to meeting motivated individuals that strive to be successful professional sales people.

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