Defend Your Forecast

Accurate sales forecasting requires defensibility and accountability. Sales representatives faced with uncertain timelines must decide whether to push out opportunities in their CRM. They should only extend timelines if they have a justified reason; otherwise, it inflates the forecast. Two options exist: mark an opportunity as lost while leaving the door open for future engagement, or keep it in the forecast but assign it a value of zero to avoid distorting the numbers. This approach fosters accountability among sales reps, compelling them to critically evaluate the viability of deals instead of postponing decisions that could misrepresent their pipeline. Finally, accountability is reinforced through preparation for critical meetings with stakeholders, emphasizing the importance of reliable forecasting practices.