It’s general practice to have multiple sales forecasts, and that typically means low and upside potential as well as what’s committed — but the idea of teasing those threads apart only at forecasting time might be old school and no longer applicable. Long before you compile a forecast, you have a good idea of which deals might be prone to a typical divergence — so it makes sense to group like with like. Before now, that was hard to do, because forecasters relied on instinct and there was too much data for instinct alone to act on.
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How Many Pipelines Do You Have?
Posted by: Denis Pombriant July 16, 2014 08:35 PMIt’s general practice to have multiple sales forecasts, and that typically means low and upside potential as well as what’s committed — but the idea of teasing those threads apart only at forecasting time might be old school and no longer applicable. Long before you compile a forecast, you have a good idea of which deals might be prone to a typical divergence — so it makes sense to group like with like. Before now, that was hard to do, because forecasters relied on instinct and there was too much data for instinct alone to act on.