5 Basics of Forecast and Pipeline Health

Generating consistently accurate forecasts quarter after quarter can be a daunting task, given that it seems to rely on predicting human behavior. Determining whether we have enough “grist in the mill” to produce a successful sales year when we are in the middle of Q1 can seem even more dubious. How can we eliminate the guesswork and present a forecast that proves to be within a range of less than seven percent of actual finish for the quarter, and do this on a repeat basis? How can we be sure our pipeline is healthy and pinpoint where to focus our sales efforts to optimize results?

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