Accurate forecasts are core to running a successful business. Yet more often than not, forecasting is rarely that... accurate.

When John Lorenc, Vice President of Sales Operations, joined Point Click Care they didn’t really have a sales operations function. Today, the company operates a data-fueled forecasting approach putting them within 3% of accuracy. Hear how they said good-bye to a “best-guess” model and get a crash course on how to set up a sales operations function that has massive impacts on the health of your organization.

Key Takeaways:

10:12 - Why it's so difficult to forecast the right way

14:03 - Support your forecast with data

16:19 - Tips for reps building their forecast bottoms up

19:43 - Data Breakout: Forecasting accuracy

20:43 - Crash course to build an accurate forecast

29:43 - How to automate your forecasting

34:22 - Micro Action: Building your idea forecasting process

Want to explore Revenue Intelligence for your org? It starts here: https://www.gong.io/revenue-intelligence/

Connect with Devin Reed: https://www.linkedin.com/in/devinreed/

Connect with Sheena Badani: https://www.linkedin.com/in/sheenabadani/

Connect with John Lorenc: https://www.linkedin.com/in/john-lorenc-ph-d-a1791345/