The Oxymoron of Sales Forecasting [Special RevOps Podcast Episode]
Sales Strategy & Enablement by Revenue.io
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The Oxymoron of Forecasting
Vion: Forecast accuracy is an oxymoron. We've been surveying it for 20 years and we ask the outcome of forecast deals. Historically, that number had been 50, 30, 20, 50%, 1, 30%. And over time, I would say the last 10 years, maybe longer, it's dropped down to more like 46, 47, 28. The difference is made up by no decision. You're like 24, 25%. It's just stunning that things can be dragged along to the point where we're literally forecasting them and they just basically vaporize.
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