Little Correlation In my experience, sales forecasts and actual sales have little correlation. This topic came up recently as several colleagues, and I discussed what appears to be a panic push for more sales activity from the sales team. The trouble is, many are still clinging to the old model of sales, and most of us agreed that the model doesn’t …
“Back in the day,” I did an awful lot of spreadsheet work around forecasting. Sometimes, but not usually, I’d be asked for worst case and best case forecasts. Generally, though, any numbers I gave were reduced to only a single goal for revenue. It was vanishingly rare that someone in an executive position would present a revenue forecast that read …