Gartner Glossary

Forecast Accuracy

Forecast accuracy is the degree to which sales leaders successfully predict sales (in both the long and short term). Accurate sales forecasts are essential for making key decisions about short-term spending and deals for key accounts. Accuracy is critical because its downstream effects are far-reaching and can have unintended consequences. Sales leaders must use data-driven insights to improve forecast accuracy. 


Learn how to Use Analytics to Improve Pipeline Management and Sales Forecasting.

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