Understanding Sand Bagging and its Impact on Sales Forecasting

Every 10th episode, we tear down one topic. This time, we’re talking about landing your forecast in Q4.

Bonus: Get the 30MPC Forecasting Guide

ACTIONABLE TAKEAWAYS

• The forecast should never be a surprise to your manager. You should be able to give one-sentence pipeline review updates and get through over 15 deals in a 30-minute pipeline review into your forecast.
• For your forecast, you're going to call your key deals and your worst case and move to your commit, which is your bet on what will actually happen.
• Play the spread. If your commit consists of one deal landing, you should probably have two to four in inventory. Throughout the month or the quarter, your forecast will start to taper.
• Don't be a sandbag - don’t set a goal or forecast that's way too high.

RESOURCES DISCUSSED

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