Sales executives, managers and reps spend countless hours in forecast meetings, yet often find their actual closed revenue falls far from the mark they predicted. With the advanced CRM technology and sales forecasting tools available today, it’s a wonder this trend continues. There are four common pitfalls that take place during the forecasting process that every sales leader should avoid. First, lack of data in a company’s CRM — or worse, bad data — prevents sales organizations from properly assessing their pipeline.
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Steer Clear of Sales Forecasting Traps
Posted by: Ray Smith June 16, 2015 05:59 PMSales executives, managers and reps spend countless hours in forecast meetings, yet often find their actual closed revenue falls far from the mark they predicted. With the advanced CRM technology and sales forecasting tools available today, it’s a wonder this trend continues. There are four common pitfalls that take place during the forecasting process that every sales leader should avoid. First, lack of data in a company’s CRM — or worse, bad data — prevents sales organizations from properly assessing their pipeline.