Research Brief: Sales Force Attitudes on Forecasting

Bob Kelly

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Sometimes we ask our members, who are sales effectiveness leaders and senior sales leaders, to name their most vexing challenges. A topic that always comes up? Sales forecasting.
It’s easy to see why. In many leaders opinions’, forecasting is undertaken with uncertain objectives, requires lots of effort, is fraught with bias, and returns results of dubious accuracy. We wondered: what do the people doing most of the forecasting – salespeople and sales managers – think about it?
So we asked them. See what we learned in our latest research report. And, view a data visualization we've developed using the research data on Tableau Public.