Published: 24 August 2023
Sales operations leaders can’t use a one-size-fits-all approach to improve forecasting accuracy because forecasting behaviors vary wildly among individual sellers and managers. Apply five forecasting personas within your organization and help each to become more accurate using two key metrics.
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Sales forecasting consumes a growing share of sales teams’ effort. According to the 2022 Gartner State of Sales Operations and Revenue Operations Survey, 67% of sales operations leaders agree that creating accurate sales forecasts is harder today than three years ago.
Sales managers lack visibility into historical seller forecast accuracy compared to peer sellers, making it difficult for managers to effectively coach and apply judgment to their bottom-up forecasts.
Sales leaders who see forecasting as a tool to boost productivity run the risk of creating frustration and eroding morale if they exert excessive influence on forecast submissions.
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