Podcast · 32 min

Sales forecasts suck

Toni Hohlbein and Raul Porojan · The Revenue Formula Free Advanced

Two revenue operators on why forecasts miss and what actually moves accuracy, which is the honest counterpart to the answer's point that most teams grade themselves against a number they quietly revised in week eleven.

Listen on Apple Podcasts ↗

The question it answers

  1. We miss the forecast almost every quarter. How do I actually fix accuracy?

Read with it

  1. It walks through building a Stage Management Guide, which is the single artefact that turns a messy pipeline into a... First Round Review Article · 15 min read This Sales Plan Moves the Needle on Every Success Metric Derek Draper
  2. Gives testable definitions for pipeline, best case and commit, including the entry criteria a deal must meet. Copy these into... Clari Article · 9 min read Defining Sales Forecast Categories to Drive Reliable Revenue Blair Stokes
  3. Defines accuracy against the day one forecast rather than the revised one, which is the single change that makes the metric... Forrester Article · 7 min read The Definitive Way to Measure and Grade Sales Forecast Accuracy Dana Therrien
eChai Partner Brands The partnership →