Forecasts fail because deals were poorly qualified months earlier. The warning signs are usually obvious:
• No confirmed business case
• No access to decision makers
• No agreed buying process
• No compelling event
• No identified champion
• No clear next steps
Yet somehow the deal remains in Commit. Then everyone is surprised when it slips. Great sales leaders don't spend their time debating percentages. They spend their time inspecting qualification.
When a salesperson says:
"The customer loves us."
My next question is:
"Great. Who signs the agreement?"
When they say:
"They want to move forward."
I ask:
"What happens next in their buying process?"
When they say:
"We're expecting a decision soon."
I ask:
"Based on what evidence?"
Forecasting is not about predicting the future.
It's about understanding the present.
The most accurate forecasts come from teams that consistently qualify opportunities, challenge assumptions, and inspect deals early.
Because by the time you're discussing a forecast, the outcome has often already been determined.
Hope doesn't create forecast accuracy.
Qualification does.
YouTube https://www.youtube.com/@Steve-Victor
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