3 Deadly Sales Forecasting Mistakes (And How to Avoid Them)

In many organizations, sales forecasting is almost a completely manual process run on spreadsheets. That means the sales leader has to chase down individual reps for information, manually merge all the data, and painstakingly validate it. No matter how hard you try to maintain accurate forecasts, your spreadsheets are likely to contain errors. Credible research has indicated that 88% of all spreadsheets contain faulty calculations. Let’s take a look at three deadly sales forecasting mistakes – and how you can avoid them: 1. Inconsistent reporting Reps often report data inconsistently in different places or change the names of opportunities....

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