Discover the art of accurate forecasting and its impact on sales success. Jim Kelliher shares how sandbagging can harm organizations and emphasizes the need for a supportive, educational culture. The discussion highlights the role of leadership in fostering accountability and addressing variances mid-quarter. Learn how a leader's connection with their team reflects through forecasting accuracy, ultimately driving better decision-making and consistent growth.
04:02
forum Ask episode
web_stories AI Snips
view_agenda Chapters
auto_awesome Transcript
info_circle Episode notes
volunteer_activism ADVICE
Building a Positive Forecasting Culture
Educate sellers on the importance of accurate forecasting and its impact on company decisions.
Create a supportive culture that values accuracy and avoids excessive pressure or compliance-driven approaches.
insights INSIGHT
The Downside of Low Forecasting
Consistently low forecasting is just as harmful as high forecasting and missing.
Continuously exceeding forecasts by a large margin indicates poor forecasting skills, not exceptional performance.
insights INSIGHT
Forecasting as a Measure of Intimacy
Accurate forecasting demonstrates a sales leader's deep understanding of their team and client accounts.
Inaccurate forecasting suggests a lack of intimacy and connection with sales activities.
Get the Snipd Podcast app to discover more snips from this episode
In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by veteran CFO Jim Kelliher, known for his leadership roles at companies like Drift and LogMeIn. The conversation dives into the critical importance of forecasting accuracy at the sales rep level and how it impacts broader organizational success. Jim shares insights into overcoming cultural challenges, improving seller education, and fostering accountability without fear. Learn how accurate forecasting strengthens relationships, enhances decision-making, and empowers teams to achieve consistent growth
KEY TAKEAWAYS
[00:00:49] The Problem with Sandbagging: Why forecasting low (or high) can harm the organization and how it’s often rooted in fear or lack of understanding. [00:01:47] Educating Sellers on Forecasting Accuracy: How organizations can foster a positive forecasting culture that balances accountability with support. [00:02:42] Forecasting and Leadership Intimacy: How forecasting accuracy reflects a leader’s connection to their team and customer accounts. [00:03:28] Adjusting for Variances: Strategies for identifying and addressing forecasting shortfalls mid-quarter.
QUOTES
[00:01:20] "Forecasting low can be just as negative as forecasting high and missing." [00:02:08] "Being 150% of your forecast three quarters in a row signals you're not doing a good job forecasting." [00:02:42] "Accurate forecasting tells me how intimate you are with your people and the accounts they're calling on." [00:03:28] "If you're intimate enough with your deals, you can figure out how to push one this quarter and make up the difference."
Revenue Builders