Did you know that misforecasting is actually worse than not hitting your target? That’s because your board, CEO and CRO don’t like surprises, even the good ones.

Misforecasting, both being under and over the forecast, shows that one is not in control of their business. And that leads to worse consequences for everyone involved.

Yes, you are more likely to get fired if you forecast high and deliver low than vice versa, but in the long run, you don’t want to create a reputation where people mock your forecast pledges behind your back. Moreover bad forecasting causes people to get involved in your deals too much and micromanage simply because they need to make their own judgement as yours can’t be trusted.

Now, enough of scaremongering and let’s talk about what you can do to make your forecast accurate within 5%… Continue reading